Handling Objections


"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 objections and how to react to them. For example, the Acknowledgement Method, which consists of four stages - the acknowledgement phase, question phase, argumentation phase, and activation phase - has proven particularly effective here.

What is a macrolearning?

Comprehensive soft skills training for in-depth personal development. Macrolearning is a classic elearning course with a completion time of approximately 50 minutes. As a particularly intensive form of digital development, macrolearning promotes soft skills and sharpens personal profiles. For a holistic learning journey, PINKTUM Macrolearnings can also be combined with suitable compact Microlearnings.


Target group

  • Salespeople

  • inside sales

  • sales staff

  • field sales representatives

  • key account managers

Learning objectives

  • Distinguishing objections from pretexts

  • Reading objections correctly

  • Developing a reaction pattern for different objections

  • Knowing the acknowledgment 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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