Understanding the Objection

PROGRAM DESCRIPTION

Join Sales Assembly and Leslie Venetz for Understanding the Objection, part of the Objection Handling certification.

This program focuses on uncovering the real reason behind a buyer’s objection. Participants learn how to use open-ended questioning, active listening, and conversational cues to move beyond surface-level resistance. Emphasizes diagnosing objections accurately so sellers can respond with relevance and empathy.

WHAT YOU’LL WALK AWAY WITH

• The 3C Approach: curiosity, conversation, then conclusion, instead of rushing to crush the objection.
• Ask one more question: “Help me understand what’s behind that” before you respond to anything.
• Find the fear underneath: wrong choice, wasted money, lost credibility or status quo.
• Objections are a gift: a buyer who raises a concern trusts you more than one who ghosts.
• Not every objection gets overcome: some end with you learning, teaching or helping, which builds next year’s pipeline.
• A learner takeaway guide with two exercises for that week and ready-to-use AI prompts.

FROM A PREVIOUS SESSION

183 attended ◦ 4.35/5 average rating

“Pacing and interaction level’s were perfect! Loved this session thank you so much.” 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.