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UID:10002623-1817460000-1817463000@members.salesassembly.com
SUMMARY:Understanding the Objection
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Understanding the Objection\, part of the Objection Handling certification. \n\n\n\nThis 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. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe 3C Approach: curiosity\, conversation\, then conclusion\, instead of rushing to crush the objection.\n\n\n\nAsk one more question: “Help me understand what’s behind that” before you respond to anything.\n\n\n\nFind the fear underneath: wrong choice\, wasted money\, lost credibility or status quo.\n\n\n\nObjections are a gift: a buyer who raises a concern trusts you more than one who ghosts.\n\n\n\nNot every objection gets overcome: some end with you learning\, teaching or helping\, which builds next year’s pipeline.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n183 attended ◦ 4.35/5 average rating \n\n\n\n“Pacing and interaction level’s were perfect! Loved this session thank you so much.” Customer Success Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/understanding-the-objection-5/
CATEGORIES:Certifications
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LOCATION:https://members.salesassembly.com/member-event/understanding-the-objection-5/
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DTSTART;TZID=America/Chicago:20270805T110000
DTEND;TZID=America/Chicago:20270805T115000
DTSTAMP:20261027T151808Z
CREATED:20260927T142943Z
LAST-MODIFIED:20261027T151808Z
UID:10002626-1817463600-1817466600@members.salesassembly.com
SUMMARY:Developing Confidence and Trust
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Developing Confidence and Trust\, part of the Objection Handling certification. \n\n\n\nThis program focuses on building credibility and composure in the face of resistance. Participants learn to manage tone\, body language\, and messaging to reassure buyers while staying in control of the conversation. The emphasis is on shifting from defensive reactions to thoughtful responses that foster trust and strengthen influence. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nValidate\, Story\, Verify: thank them for raising it\, share a peer’s story\, then confirm you addressed it.\n\n\n\nLet customers do the convincing: use Feel/Felt/Found so a peer’s experience builds trust\, not your claims.\n\n\n\nMake the customer the hero: drop the “I” and “we” language from your stories.\n\n\n\nRead the stage: the same objection means a brush-off early\, a value gap mid-funnel and often a buying signal late.\n\n\n\nThree stories ready to go: write one for each of your most common objections.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n129 attended ◦ 4.42/5 average rating \n\n\n\n“I loved this session as it applies to all sales people no matter what role. Huge takeaways today\,” Account Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program is open to all employees of Sales Assembly member companies. You must be logged into your Sales Assembly account to RSVP for this program. If you need help logging in or need help setting up your account\, please email support@salesassembly.com. All registrants of this program comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/developing-confidence-and-trust-5/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Objection-Handling_-Developing-Confidence-and-Trust.png
LOCATION:https://members.salesassembly.com/member-event/developing-confidence-and-trust-5/
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DTSTART;TZID=America/Chicago:20270819T100000
DTEND;TZID=America/Chicago:20270819T105000
DTSTAMP:20261027T151931Z
CREATED:20260927T145143Z
LAST-MODIFIED:20261027T151931Z
UID:10002629-1818669600-1818672600@members.salesassembly.com
SUMMARY:Strategies for Overcoming Status Quo
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Strategies for Overcoming the Status Quo\, part of the Objection Handling certification. \n\n\n\nThis program focuses on equipping sellers to disrupt buyer inertia and challenge the comfort of doing nothing. Participants learn to reframe the value of change\, highlight hidden risks of inaction\, and present their solution as the clear next step. Emphasis is on creating urgency by making the cost of staying the same impossible to ignore. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nFour questions that uncover urgency: their #1 priority\, timeline\, ROI and the cost of not solving it.\n\n\n\nDon’t skip the cost of inaction: without it\, the cost of change always wins.\n\n\n\nUrgency is discovered\, not manufactured: swap fake deadlines for the buyer’s own timeline.\n\n\n\nMake it easier to buy: point to the one relevant page and co-create the plan instead of sending everything.\n\n\n\nThe real competitor is no decision: most lost deals stall because change feels harder than staying put.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n116 attended ◦ 4.56/5 average rating \n\n\n\n“Thank you! The mutual action plan piece is something I am looking to implement and this really helped!” Sales Development Representative \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/strategies-for-overcoming-status-quo-10/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Objection-Handling_-Strategies-for-Overcoming-Status-Quo.png
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DTSTART;TZID=America/Chicago:20270819T110000
DTEND;TZID=America/Chicago:20270819T115000
DTSTAMP:20261027T152452Z
CREATED:20260927T151719Z
LAST-MODIFIED:20261027T152452Z
UID:10002632-1818673200-1818676200@members.salesassembly.com
SUMMARY:Navigating the Most Common Objections
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Leslie Venetz for Navigating the Most Common Objections\, part of the Objection Handling certification. \n\n\n\nThis 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. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe EDICT framework: empathy\, define\, isolate\, curiosity and a trial close for mid and late funnel objections.\n\n\n\nAgree\, then ask: every good response starts with agreement and ends with a question.\n\n\n\nRebuttals raise resistance: questions uncover the fear behind the words instead.\n\n\n\nA no is a win: better to learn the real state of the deal now than chase a polite yes.\n\n\n\nBetter brush-off replies: rework “send me an email” and “not interested” so they end in a question.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n171 attended ◦ 4.64/5 average rating \n\n\n\n“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 \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis 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.
URL:https://members.salesassembly.com/member-event/navigating-the-most-common-objections-12/
CATEGORIES:Certifications
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