Managing Objections and Negotiations

The Managing Objections and Negotiations course ensures participants will gain the confidence to navigate and negotiate sales deals with a deeper understanding of customer engagement best practices. While preparing for negotiations and potential objections, students will learn to confidently negotiate based on value and secure lasting business with their clients. 

Attention: Due to the changing landscape of the COVID-19 pandemic, dates for in-person courses are subject to change on short notice.

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Who Should Attend

This course can help you better prepare for objections and obstacles that can often stall sales deals, grow your skills as a negotiator, improve your closing techniques and help you maximize additional sales opportunities to grow your accounts.

This course is for you if you're a:

    • Key Account Manager
    • Business Development Representative
    • Business Owner/Entrepreneur
    • Territory Manager
    • Sales Manager
    • Certified Sales Professional (CSP) candidate
    • Sales professional looking to improve performance.

    A minimum of 4 years of sales experience is recommended.

    Key Learning Outcomes

    After completing this course, you will be able to:

      • Develop and follow through on a detailed negotiation plan, including team negotiation strategies
      • Maintain client commitments throughout the entirety of the sales process by reinforcing UVP and ROI of product/service offerings
      • Determine root cause of objections and develop strategies to properly address them 
      • Upsell and cross sell additional services to further address client needs 
      • Properly identify internal organizational gaps and fill with external partners 
      • Strategically select the best approach to ensure closing of sale for each client and solutions
      • Develop and utilize personal systems to follow-up with clients, deepen relationships, and grow business. 

      What do I get when I complete the course?

      Upon completion of this 10-hour program, learners will receive a certificate of completion from CPSA. The program is aligned to meet partial educational requirements for the Certified Sales Professional (CSP) designation offered by the CPSA Institute. 

      Course Cancellation Policy

      Start/End Time
      Follow-up Virtual Coaching Session #1
      Follow-up Virtual Coaching Session #2
      Course Fee
      New Attendees (Non-Members)

      Includes a 1-year CPSA Membership

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