Still want to learn more?
Here's the Full Curriculum

Part 1: Clarify the objection

• Avoid misunderstanding by asking questions.
• "Peel the onion" of the objection to identify root cause.

Part 2: Validate and demonstrate empathy

• Give your buyer the gift of feeling understood.
• Use emotional words to label the concern.
• Let your buyer emotionally exhale and provide more info.

Part 3: Isolate the objection 

• Avoid answering the wrong issue.
• Get passed the surface-level articulation of the objection.
• Get the full list of objections from your buyer.

Part 4: Gain permission

• Make the customer receptive to your rebuttal.
• Giving your buyer a sense of control over the situation.

Part 5: Address the objection with business value

• Ensure your buyer is considering the big picture.
• Providing the full context avoids arguments.
• Create a fertile landing spot for your answer. 

Part 6: Confirm the resolution

• Reading the customer's response carefully for authenticity.
• Uncovering concerns that still feel unaddressed.

Part 7: Attempt to surface other concerns

• Actively seek out objections and address them head-on.
• Unspoken objections can kill deals.

Part 8: Five types of objections (and how to handle each)

• Understanding the sales objection spectrum.
• Countering objections, from easiest to hardest.