SteppUp Countering Sales Objections

How to Effectively Counter Sales Objections

Course Overview

Don’t lose one more prospective deal to sales objections. Learn to redirect prospects’ objections into conversations that leave no doubt in their mind to choose you. In this course we explain the four parts of effectively handling objections, leading to higher confidence and customer acquisition or retention.

The toughest aspect of any sales position is overcoming a buyer’s objections. The goal is to have a convincing response to these roadblocks standing between you and that coveted sale. As many experienced sales people know, most all sales calls are met with at least one objection. In this course you will learn a proven structured approach to easily diffuse the current objections and reposition in a way that uncovers the real truth.

Problems This Course Solves:

  1. Ineffectively countering objections
  2. Lack of confidence in what to say and when
  3. By using a structured approach salespeople can easily diffused objections quickly
  4. Provides a measurable process that managers can easily coach too
  5. Uncovers the underlying truth behind the objection
  6. Reduces the desire to improvise on the spot
  7. Improve overall confidence
  8. Creates personal empowerment

Learning Objectives

  • You will discover why customers object.
  • You will easily gain insight into the four keys to handling customer objections.
  • You will explore why opening counters (i.e. “I understand”, “I apologize”) don’t work.
  • You will discover an easy method to diffuse the most difficult objections.
  • Attendees will understand how to anticipate objections so they are diffused before being asked.
  • You will gain insight into the difference between handling a sales objection and negotiating.

Sales objections are part of sales job because products and services just don’t sell themselves. However the sales skill needed the most is the sales skill least practiced. Seven out of ten sales professionals, when observed in a conversation with a prospect, quickly conceded to a sales objections. This causes lost revenue for the company and lost commissions for the salesperson.

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"We brought Stepp in to do a leadership training with our entire management team for a six month period. The topics and strategies that Stepp brings to the table are second to none. Our leadership team took away valuable skills and traits that will have a lasting effect on our organization and will be taught to our entire sales team. Additionally, his strategy of overcoming objections has been implemented into our sales process and increased our sales presentations drastically."

Joseph Kozel, ASAP Roofing


“In 2012 when I was presented an opportunity to crossover into medical supply/equipment sales role, I began searching for a sales training course that would help ensure my success in this new role. I reached out to Stepp for his advice and he told me about course he already had designed entitled “2Meeting Close which is part of the Sales Meeting Mastery Course” that could provide critical key foundational elements for sales persons. It included information about prospecting, time management, conducting sales meetings, buyer styles, smart negotiation, as well as many other important items. Because I was committed to succeeding in this new role, I invested money out of my own pocket to begin this coursework immediately on my own time and it didn’t take very long to start seeing results. When I was hired for the role, they told me that no one in the 36-year history of the company had ever made quota in that territory. They also told me to expect it to take me at least 2 – 3 years to begin making the territory profitable.”

Marty Partida, Medical Sales Account Represenative

“Stepp’s hard-earned expertise is so simple yet so profound. Practice the art of countering objections, and a year from today everything ‘sales’ will change in your organization!”

Pamela Walters, executive vice president, the Devine Group, Inc.


Stepp has been a friend and a business partner for several years. Initially, Stepp did sales training for our Sales Professionals and Sales Managers at Cox. We achieved positive results and this lead to our further developing work with Sales Professional and Sales Manager profiling using DISC Tool and Devine Inventory Tools. We continue to use the tools and I know that we have saved money by being able to focus on development based upon the individual’s personal responses to questions within the tools. This has helped us put the "right people" in the "right seats" (hunting, farming, account management, consultative selling, major account management, etc.) on "The Sales Bus" We continue to work with Stepp and because we are getting substantially better productivity as a business partner.

Randy Chandler, VP Cox Communications


"I recently attended Stepp's "2 Meeting Close" seminar and was extremely Wowed with his presentation on how to sell and close deals. Stepp understands how difficult the selling process can be, however, he showed how truly easy closing deals can be."

Max Anderson, CEO, Flooring & Interiors Tyler



"Stepp Sydnor consults and trains sales managers how to hire and manage the best salespeople. I have worked with Stepp both as a client and as a consultant and would highly recommend him. He is knowledgeable in this field, his training and principles provide clarity and direction which has helped focus our time on the right things. I can say that Stepp's training and coaching does indeed get the turnaround and revenue increase, for which you paying for.”

Darryl Drenon, Regional Manager Cisco Systems


“In following Stepp’s 3Cs approach, we effectively addressed our workplace communication and sales problems...improved revenues from 10 million to 40 million. We indeed had a turnaround, thanks to his concise and doable tips for improved interaction.” 

Gulam Harji, Plant Manager, Hood Packaging, Tyler, TX


“Stepp’s top-producer approach helped us become the number one store out of 455 Sam’s Club stores nationwide!”

George Cunningham, Sam’s Club, Tyler, TX



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Stepp Up
PO Box 29422
Charleston, SC 29422