Handling objections

Einwände entkräften
flag of deflag of enflag of esflag of frflag of itflag of zh
subcategory logo



Total time 45 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


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

Authoring tool



Moderated video lectures
Animated illustrative videos
Key messages
Interactive elements
Enacted scenes
Knowledge Check
Transfer tasks
These e-trainings may also interest you
Erstkontakt Herstellen
macrolearningMaking Initial Contact
Abschlüsse erzielen
macrolearningClosing the sale
Kundenorientierte Kommunikation am Telefon
macrolearningCustomer-Oriented Communication on the Phone
New e-trainings at PINKTUM
Strategisches Verkaufen – Grundlagen des strategischen Vertriebs
macrolearningStrategic Sales—Basics of Strategic Sales
Strategisches Verkaufen – Die strategische Kundenentwicklung
macrolearningStrategic Sales—Strategic Customer Development
Strategisches Verkaufen – Beziehungs­­gestaltung
macrolearningStrategic Sales—Building Relationships