Handling Objections
Last Updated 01/2026
English
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Finish in
22 min! Run Time
22 min! Run Time
Made for for
Employees
only
Employees
only
Certificate
of Completion
of Completion
What you'll learn
Handling Objections: Defeating Stalls
Handling Objections: Handling Objections Basics
Handling Objections: Doubt
Handling Objections: Misunderstanding
Handling Objections: Indifference
Handling Objections: True Negative
Skills covered in this course
Description
"Let me sleep on it."
"I need to talk it over with my boss."
I bet you've heard these once or twice. When they don't say yes, and they don't say no, they're stalling. In this course, we'll talk about how to defeat sales stalls. We'll discuss the different stall tactics customers use. We'll also go over the various objection types and how to get around them to avoid a stall.
System Requirements
See System Requirements in the Coggno Knowledge Base
Author
Making the Workplace Safer and Smarter
HSI (Health & Safety Institute) is a recognized leader in Environmental, Health and Safety (EHS) and workforce development software, training, and compliance solutions.
HSI is your single-source partner for EHS, Compliance, and Professional Development solutions. HSI provides integrated e-learning content, training solutions, and cloud-based software designed to enable your business to improve safety, operations, and employee development. Across all industries, we help safety and technical managers, human resources, first responders, and operational leaders train and develop their workforce, keep workers safe, and meet regulatory and operational compliance requirements. We are a unique partner that offers a suite of cloud-based software solutions including learning management, safety management, chemical SDS management, and more, integrated with our content and training so businesses can not only monitor and manage multiple workflows in one system, but train employees via one partner.
Handling Objections
Handling Objections: The Basics of Overcoming Objections
Objections often appear when a customer’s need and the offered solution are not fully aligned, and recognizing that gap is the first step toward resolving it. You will learn how to interpret different forms of pushback, uncover unmet needs, and respond with clarity and empathy. When you understand what drives hesitation, you can turn uncertainty into productive, trust-building conversations.
Handling Objections: Techniques for Defeating Objections
Objections are often opportunities in disguise, especially when you know how to interpret what the customer is really communicating. You will learn how to clarify misunderstandings, validate doubt with proof, surface hidden concerns, and navigate true negatives with honesty. These techniques help you guide conversations that feel collaborative, practical, and grounded in trust.
Handling Objections: Doubt
Doubt is when a customer does not believe what you are telling them, often thinking it sounds too good to be true or hearing otherwise from a competitor.
What this course covers:
- What the doubt objection is and why it comes up
- How doubt differs from other sales objections
- Practical ways to build belief and credibility
- How to overcome doubt when you meet it with a customer
You will be able to turn skepticism into trust and keep the sale moving.
Handling Objections: Misunderstanding
"The worst distance between two people is misunderstanding."
Unknown
It's terrible to be misunderstood, particularly when it impacts your livelihood. If the customer misconstrues the data you've provided, or the client simply doesn't fully understand what you're offering, how do you clear that up and overcome a misunderstanding objection? That's what this course is all about.
Unknown
It's terrible to be misunderstood, particularly when it impacts your livelihood. If the customer misconstrues the data you've provided, or the client simply doesn't fully understand what you're offering, how do you clear that up and overcome a misunderstanding objection? That's what this course is all about.
Handling Objections: Indifference
Indifference is a tricky objection because the customer does not think they need what you sell, usually because their unmet need has not surfaced yet.
What this course covers:
- How to uncover unmet customer needs
- The sales psychology behind indifference
- Identifying and prioritising objections
- Reading the buying signs that signal interest
Turn indifference into interest, self-paced on Coggno.
Handling Objections: True Negative
A true negative objection is a genuinely weak point in your offer, like a higher price or a shorter warranty than a competitor. How do you respond when the objection is accurate?
What this course covers:
- What defines a true negative objection
- A quick refresher on sales psychology
- How to respond when the criticism is fair
- Techniques to keep the sale moving forward
It helps salespeople handle honest objections without losing the deal.
Frequently Asked Questions
This course is designed for employees who need to complete Handling Objections training
Yes. This course is designed to meet applicable federal requirements and commonly mandated state standards. Always confirm specific state or industry requirements with your local regulations.
The course takes approximately 22 minutes to complete and can be paused and resumed at any time.
Yes. Learners receive a downloadable certificate upon successful completion, which can be used for compliance records and audits.
Yes. You can assign this course to individuals or groups using Coggno’s LMS, or purchase multiple seats for your team.
Yes. This course can be exported for delivery in most learning management systems (SCORM compatible).
Yes. The course is fully self-paced and available 24/7.
Yes. This course includes a knowledge check to reinforce learning and verify completion.
Learners have lifetime access from the date of purchase.
Yes. A preview is available so you can review the course format and content before purchasing.
Yes. Content is reviewed and updated as regulations and best practices change.
Yes. This course is available for free with an active Prime Subscription.
Yes. Refund requests can be submitted within 30 days of purchase.
