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Course description

“Objections are good things!” Contrary to whatever you may believe right now, at the conclusion of this course, you too will believe that, “You don’t really start selling until you get your first objection.”  This course will review the different types of objections; establish an unforgettable objection-handling methodology; and enable you to begin the realization of your selling style with an arsenal of proven objection-handling techniques.

Just by embracing the Objection Handling Methodology, you will immediately begin avoiding some of the most common mistakes that we make when we see a customer bracing themselves to tell us “no.”   Finally you will have a whole new set of instincts and preferred objection handling techniques to fall back on.


Classroom training

Handling Objections is part of the Consultative Selling Course that features all six steps of the planned customer discussion.  This three-day course can be taught with cross-industry examples, group practice and twelve hours of evaluated role-plays.  To discuss an in-class Consultative Selling Class for your team or company, please call GDA at 800-966-4321.


On-Line Course

1007 Handling Objections is an online course that is part of the Consultative Selling curriculum.  The on-line course features interactive skills training, practice, and certified testing along with downloadable worksheets, which are ideal for creating meaningful summary notes.  This course can be completed in three hours, and it can be stopped and resumed at the student’s option.  Click here to register for 1007 Handling Objections.

If you want to discuss having a customized on-line course for your company, call GDA at 800-966-4321.


Blended Learning

After completing the online course, 1007 Handling Objections, the student is eligible to attend a live webinar hosted by a GDA certified instructor along with other students who have completed the course.  The instructor will conduct live practice sessions using the students’ situations during this 90 minute webinar.  All students will benefit from their own practice and feedback, as well as from listening to the practice and feedback of up to twenty fellow students.

Click here if you’d like more information about a 1007 Handling Objections Blended Learning Webinar.


handling-objectives30 Day Immersion Program

In just one month, a sales person, customer support person, or an entire company can learn how to make objections their best friend in earning customer confidence.  Through a deliberately-planned immersion of skills, examples, personal application, coaching, and peer support, the GDA 30 Day Immersion will enhance and change behavior to best practices forever.

Key features of the GDA 30-Day Immersion include:

• Four Handling Objections skills webinars hosted by senior GDA sales consultants, each with over 30 years of sales and customer service management experience.

Downloadable guides for the individual and for the manager for applying Handling Objections skills to the student’s environment.

Live chat room on Handling Objections topics with peer comments from around the world.

• An invitation to take the complete on-line course on Handling Objections with built-in interactions, quizzes, testing, down-loadable notes tools, and certification.

• Tweets, Linked-in comments on Handling Objections successes and issues

Handling Objections Success Stories from sales and customer service people from around the world.
CLICK HERE to enroll in the 30-Day Immersion in Handling Objections

If you want to discuss a customized 30-Day Immersion Course or Curriculum for your company,
call GDA at 800-966-4321.


iPhone App

One of the best ways to have access to the techniques featured in GDA’s course on Handling Objections is by downloading the app onto your iPhone.  The app features audio review from the course content, complete with examples of what Handling Objections discussions sound like when done well.  The audio only feature is designed so that the student can listen on the run, during exercising or while traveling.  Then, when the techniques are fresh in their minds, students can RECORD their own examples right into the app for review up to the minute before beginning an important customer conversation.

CLICK HERE to download the Handling Objections app from the app store.


Customer Comments

By using GDA techniques, our team was able to determine the dealer’s primary objections, overcome those objections, and was able to close the deal.

    • Manager, Honda Financial Services

I like having techniques to get around objections and realizing that objections are really opportunities.

    • Sales Rep, Maritz

I now see how you can turn around an objection into a positive and make them [customer] see the benefit.  This is one of our biggest problems – it was great to be able to go thru this in depth.

    • Sales Rep, Neighborhood America

Loved the examples, good step process (can be easily repeated).

    • Sales Rep, Samsung

The most helpful is learning how easy it is to handle any objection.

    • Sales Rep, Tellabs UK