Reesby Academy · Sales & Business Development
Handling Sales Objections
Respond to objections calmly and turn them into conversations.
About this course
Objections are a normal part of selling, and they often contain useful information. When you listen for the real concern, clarify before responding and confirm the issue is resolved, objections become a path to a better decision. This course gives you a practical approach to handling objections honestly, with Australian examples and one action after each lesson.
What you will be able to do
- You'll be able to recognise common objections and what they usually mean
- You'll be able to respond to objections by listening and clarifying first
- You'll be able to use evidence and examples to address concerns honestly
- You'll be able to check that an objection is resolved and move the sale forward
Course outline
- Why Objections Happen8 min · Lesson notes, example, action task · 2-question quizAn objection is a concern or reason a prospect gives for not moving forward. Objections are normal and often signal interest, because people only raise concerns about options they are considering.
- Listening for the Real Concern8 min · Lesson notes, example, action task · 2-question quizThe stated objection is not always the real concern. Listening carefully for what sits underneath, such as risk, internal politics or a previous bad experience, helps you respond to the right problem.
- Clarifying Before Responding8 min · Lesson notes, example, action task · 2-question quizClarifying the objection means asking questions to understand it fully before you respond. A clear understanding prevents you from answering the wrong question and wasting the prospect's time.
- Common Objections and Responses8 min · Lesson notes, example, action task · 2-question quizCommon objections deserve prepared, honest responses. Good responses acknowledge the concern, provide relevant evidence and offer a practical next step rather than pressure.
- Confirming Resolution9 min · Lesson notes, example, action task · 2-question quizConfirming resolution means checking that the prospect's concern is genuinely addressed before you move forward. An objection that seems resolved but is not will return later, often at a more difficult point.
- Careers & next steps9 min · Lesson notes, example, action task · 2-question quizObjection handling is valued in sales, account management and customer-facing roles where people must build trust and move decisions forward. This lesson maps the roles this course can lead to and how to check what they are worth.
- Final quiz and certificate10 questions, pass mark 8 of 10. Pass to get your Reesby Academy certificate with a verification link.