Handling objections

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Total time 50 minutes

No!" - does not always mean no. Objections do not mean disinterest on the part of the customer, but quite the opposite, potential attention. In order to be able to recognize, decode and, in the best case, crack objections from the other party, this course presents the ten most frequent objection codes and how to react to them. The acknowledgement method, which consists of four stages - the acknowledgement phase, question phase, argumentation phase, and activation phase - has proven particularly effective here. The participants learn how to use this method safely.


Target group

  • Salespeople

  • field sales representatives

  • sales staff

  • inside sales

  • key account managers

Learning objectives

  • Distinguishing objections from pretexts

  • reading objections correctly

  • developing a reaction pattern for different objections

  • knowing the acknowledgement method and using it confidently to overcome objections

  • knowing how to systematically record and deal with the objections that occur in everyday work


Entrepreneurial thinking
Providing clarity
Developing strategies
Countering objections
Showing caution
Informing others
Giving convincing presentations

Authoring tool



Animated illustrative videos
Enacted scenes
Transfer tasks
Key messages
Knowledge Check
Interactive elements
Moderated video lectures
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