Objection Handling for AEs Objection Handling for AEs
SIA Coaches
Founder
Let’s Trailblaze
Growth Account Executive
Gong
  • Description
  • Course Syllabus
  • Coach Information
About this course

Objections can happen at any stage in the sales cycle and if they are not discovered, explored and resolved early in the sales process, they can hold up or cause you to lose deals. 

Rather than viewing objections as a challenge, this course will show you how to view them as an opportunity to deepen your understanding of, and relationship with, your prospects. You’ll be given the tools to reframe, explore, and overcome objections throughout the sales cycle. 

Our coaches will give you a framework to handle any objection more effectively along with practical guidance for handling the most common objections, moving them from a “no” to a solution opportunity.

This course has been designed for AEs with 0-1 years of experience.
What impact this course will have:
  • Reframe your mindset to view an objection as an opportunity
  • Use the LAER framework to effectively handle any objection
  • Discover actions you can take to control the narrative around the objection
  • Identify and overcome the five most common objections
Course Syllabus
August 3 2022
1/3
Class 1 | Framing an Objection

 

By the end of this class, you will be able to…

  • Define an objection
  • Reframe an objection into an opportunity 
  • Prevent objections from putting a halt to the conversation
August 8 2022
2/3
Class 2 | Objections: A Framework for Conversation

 

By the end of this class, you will be able to…

  • Apply the LAER framework to objections
  • Assess an objection and how to move it forward
August 10 2022
3/3
Class 3 | Handling Objections

 

By the end of this class, you will be able to…

  • Identify the five most common objections for AEs
  • Strategize methods to respond to objections
  • Build skills to create a positive environment (verbal and non-verbal markers)
Coach Information
Founder
Let’s Trailblaze
Hannah is the Founder of Let’s Trailblaze. Specialising in sales and business coaching to creative female founders, empowering them to have effective client conversations. Hannah has a passion for empowering and inspiring women to achieve height...
Growth Account Executive
Gong
Tom is a Growth Account Executive at Gong and runs the popular Millennial Sales podcast and blog. He is a lifelong learner and focused on helping young salespeople succeed in their career journeys.