Navigating the Most Common Objections

PROGRAM DESCRIPTION

Join Sales Assembly and Leslie Venetz for Navigating the Most Common Objections, part of the Objection Handling certification.

This program focuses on tactical approaches to the objections sellers face most — price, timing, competitors, and internal buy-in. Participants learn specific language frameworks and apply real-world examples to stay composed, validate concerns, and respond effectively. Emphasis is on keeping conversations productive and deals moving forward.

WHAT YOU’LL WALK AWAY WITH

• The EDICT framework: empathy, define, isolate, curiosity and a trial close for mid and late funnel objections.
• Agree, then ask: every good response starts with agreement and ends with a question.
• Rebuttals raise resistance: questions uncover the fear behind the words instead.
• A no is a win: better to learn the real state of the deal now than chase a polite yes.
• Better brush-off replies: rework “send me an email” and “not interested” so they end in a question.
• A learner takeaway guide with two exercises for that week and ready-to-use AI prompts.

FROM A PREVIOUS SESSION

171 attended ◦ 4.64/5 average rating

“The biggest takeaway was to treat objections as useful information, not rejection. Asking one good question before responding is a simple tactic I can apply immediately.” Customer Success Manager

Watch a clip from the last session

ADDITIONAL INFO TO KNOW

This program was built in collaboration with one of our Executives-in-Residence. To earn the certification, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help, email support@salesassembly.com), and all registrants comply with our Terms and Conditions.