Reframing Customer Concerns

PROGRAM DESCRIPTION

Join Sales Assembly and Erica Phelps for Reframing Customer Concerns, part of the Expansion Selling certification.

This program focuses on transforming objections or hesitation into productive dialogue. Participants learn to validate concerns, reframe them through a value lens, and position expansion as the solution to bigger challenges. Emphasis is on collaboration that builds buyer confidence and creates momentum for growth.

WHAT YOU’LL WALK AWAY WITH

• Objections become dialogue: turn hesitation into a productive conversation instead of a standoff.
• Validate first: acknowledge the concern before you try to answer it.
• Reframe through value: look at the concern through the lens of what the customer is trying to achieve.
• Expansion as the answer: position expansion as the solution to the bigger challenge behind the concern.
• Collaborate to build confidence: work through it together so the buyer gains confidence and the deal gains momentum.
• A learner takeaway guide with two exercises for that week and ready-to-use AI prompts.

FROM A PREVIOUS SESSION

90 attended ◦ 4.33/5 average rating

“Fantastic content that can be leveraged right away!” Customer Service Representative

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.