Individual Courses → 3 - Advanced

Handling Tough Client Objections - 1 CPE (BD012)

Objections can be the most intimidating part of the sales process, but we want to change the mind frame behind objections and get excited when we hear them. Objections mean that your prospect is engaged and wants to discuss. This is an opportunity to understand where their head is in this process as well as have an open dialogue about what it takes to get them to sign as a new client.

Participants will learn how to:
• Re-define what an objection means in a sales process
• List the 4 reasons for skepticism in negotiations
• Apply the 3 steps to deal with a misunderstanding
• List the 5 reasons your prospect may stall
• Establish the LAER method to deal with objections

To register, visit and select “Self-Paced Training” or contact for firm-specific options.
In order to receive CPE credit, participants must log into the training session and answer all applicable questions during the presentation.

Participants will receive 1.0 CPE Credits
Field of Study: Communications & Marketing

Additional Information:
Prerequisites: This course requires at least 3 years of work experience or the attendee should be in a manager role or higher. Attendees should have a basic understanding of business development principles.
Who Should Attend: Anyone interested in business development and revenue growth including those currently in firm leadership or those striving towards a leadership role. Attendees should be in a manager role or higher.
Advance Preparation: None
Program Level: Intermediate
Delivery Method: QAS Self Study

Refunds & Cancellations: Cancellations or modifications to registrations must be made within one week of purchasing the training course. Full refunds are available during this time if the customer has not logged into the training platform ( Please email to request a refund. For more information regarding administrative policies such as complaint and refund, please contact our offices at 859-594-7844.

The Sales Seed is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its
  • course documentation
  • Handling Tough Client Objections Workbook.pdf
  • Course Instructions
  • Video 1 - Introduction to Objections (9:07)
  • Course Content
  • Review Question 1
  • Video 2 - LAER Method (12:54)
  • Review Question 2
  • Video 3 - Meeting Objections (5:43)
  • Review Question 3
  • Video 4 - Closing Objections (5:47)
  • Final Exam & CPE
  • Exam Instructions
  • Final Exam
  • Complete Survey To Receive CPE Certificate
Completion rules
  • You must complete the units "Final Exam"
  • Leads to a certificate with a duration: Forever