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  • How are you coming across to your boss?
    How are you coming across to your boss?
  • Are you getting the best out of your people?
    Are you getting the best out of your people?
  • Are your conversations achieving what you want?
    Are your conversations achieving what you want?
  • Does your feedback help people change?
    Does your feedback help people change?
  • Can you allow discussion and still keep control?
    Can you allow discussion and still keep control?
  • Do you frequently get into arguments?
    Do you frequently get into arguments?

Might your need to be better at handling objections
be met on 
this London UK management training course
called Skills with People?

Yes if the following is true for you

  • I need to be more successful at winning people round when they raise objections.
  • I try to reason with them as calmly as I can, but this often gets me into arguments, and the arguments seem to go nowhere.
  • I'm aware this approach often fails but I know no other way of handling objections. 

What you'll take away from this training

This course will transform your approach to handling objections. You'll find this hugely valuable whenever you're trying to influence or persuade people. Instead of rushing to give answers you'll be tuning in first to the worry behind their objection. Instead of bombarding them with facts and logic before they're ready to take it in, you'll be encouraging them let off steam and get all their worries off their chest.

Although the approach we'll teach you requires more patience and listening skill, it's an investment in making people more receptive, and it will greatly increase your success at winning them round when they resist and raise objections.

Free exploratory coaching session

INTERESTED?

If so, you can have a FREE exploratory coaching session. It'll give you a foretaste of what you can get from the course. You make no commitment to proceed beyond this until you're sure this training is relevant to your own particular need.

How to accept this offer

Simply contact us for a preliminary chat and to arrange your free exploratory coaching session. 

What this session will do for you

In this session we'll aim to give you something practical you can use right away that'll help you handle a difficult situation more successfully at work. All you need do to prepare for this session is think about the kinds of situations you want to be able to handle more successfully.

FAQs

You'll find answers to many of your questions about the content and method of this course under FAQs (in the main menu above).

Steps you can take right now 
to see if this training in handling objections
is right for you

  • First watch our short introductory video, "Who needs these communication skills?"
  • Then contact us for a chat and we’ll be glad to discuss what challenges you may be experiencing in handling objections, and if and how we can help you become more successful at it.
  • Every participant begins this course with a free exploratory one-to-one coaching session by phone or Skype. You make no commitment to proceed beyond this until you are sure this course can help be more successful at handling objections.

You'll find under FAQs (in the main menu above) answers to many of your questions about the content and method of this course.

How the skills you'll practise on this course
will make you much more successful
at handling objections

Are you really listening to the objection?

Handling objections is difficult. Objections when you first hear them often sound like firmly closed doors you'll never be able to open. The person's mind sounds closed. But often the objection conceals another door you could open. If you could find this other door you'd stand a chance of turning what sounds like a no into a yes

So when you're handling objections, why not assume that behind the objection is an underlying concern and if you can uncover it you may be able to satisfy it. Instead of rushing to answer the objection you'd then listen more patiently and find the underlying concern. Then not only would you be more likely to win the confidence of the person raising the objection, but also you'd be likely to see how to satisfy their concern. 

Example

Imagine you're putting forward an idea to your boss. He says, "It's not in the budget. We can't afford it. Sorry, the answer's no."

Instead of accepting that the door is closed and giving up, or trying to shave the cost and put forward a compromise proposal, you keep the conversation going by listening very closely to uncover the real concern behind the objection:

  • "I get the impression it's not that you're against the idea itself. Your worry's about money - staying within budget."
  • "Afraid so!"
  • "You don't feel confident you could make a convincing case to the board for spending the extra money."
  • "I wouldn't want to ask for more money unless I could make a very good case."
  • "If I can help you put together a strong case, might that help?"
  • "Yes it might, but it'll have to be very strong."
  • "Thank you. I believe I can. I'll do my best."

 By listening with empathy to the concern behind the objection you've found a door you may be able to open. You'll be able to master the art of listening with empathy on this course.

Is there more information on this website
relevant to handling objections?

Yes. You might also find our pages on listening skills training, and influencing and persuasion relevant and helpful.

We love helping you communicate successfully

By giving you communication skills that'll transform even your most challenging relationships and interactions.

That's the purpose of Skills with People, our training course for managers and professional people at all levels. Thousands have benefited from this course.

Video Introduction

What People Have Said About The Course

Feedback from a participant's boss - a Merck Sharp & Dohme medical director

She feels more confident in tackling people and has been impressed with her new found techniques, e.g., in dealing with members of the marketing depar ...

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Learning & Development Coordinator - The Entertainer

I can't recommend this course enough. It has genuinely been the most impactful course I have ever completed. Understanding that I can be assertive w ...

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Feedback from participant's boss - head of projects in Heinz

He now gains support through his willingness to involve people more and take them with him.

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The wife of a participant

"Just thinking about last night’s conversation and it’s bringing tears to my eyes – it’s what I’ve always wanted: to be able to talk with you like tha ...

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Theatre Manager

Managing to confront them but still maintain their cooperation and support. Previously I was either not confronting or confronting and ending up with ...

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Feedback from participant's boss - a Prudential director

He is a lot more confident. At the last meeting of our business unit leaders he fully led the meeting and dealt with people very well.

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Workshop Manager, Professional Plant Services

I now find it easier to have awkward conversations. (As a result of how he has changed several more people from his company are asking to attend the c ...

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Feedback from a participant's boss - a Glaxo SmithKline research director

He has made good progress in two areas: 1. team leadership - he listens with empathy to others well and considers their standpoint as well as his own. ...

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Feedback from participant's boss - Chairman of White Clarke Group

He has greatly improved his ability to manage a situation. He listens more and uses that information to convince. A good example is the .... group, wh ...

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National Training Index* report on the course

"From delegates reports we have identified Skills with People is a 'highspot' among UK business courses. Delegates mentioned as most helpful the enha ...

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Project Quality Engineer (self funding)

A lesson for life! The power of effective communication is incredible when one masters the skills "listen with empathy" / "speak assertively". Defin ...

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Sports Centre Manager

I feel that my relationship with other attendees has improved massively following the session. I'd say 9/10 for what I've got from the course as I sa ...

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Thank you from a participant

I wanted to let you know that I have secured a new role.  I had to go through an assessment centre and one challenge was to negotiate with a 'belliger ...

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Feedback from participant's boss - a Kimberley-Clark marketing director

He is now aware of his need to control his direct approach. He was sometimes too assertive. I think he is now well balanced in this respect.

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Feedback from participant's boss - an HSBC investment director

I have had three unprompted comments from different team members and colleagues who have been surprised at the consideration he has shown in helping s ...

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Feedback from participant's boss - A Philips Semiconductors director

To what extend do I think his training need has been satisfied? Completely. I have been approached by 4 peers to tell me that they could see a very po ...

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Senior Resource Consultant, Shell International

“Skills with People” has helped me deal with conflict situations.  It has helped me to diffuse tension in meetings and convert pushback into alignment ...

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EHS advisor (environmental health and safety), Johnson Matthey

This is the best non-techincal course the company has ever put me on because it's the most useful. 

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Feedback from participant's boss - a Johnson & Johnson marketing director

She has become increasingly aware and focussed on ensuring she is gaining cooperation from colleagues by the way she approaches situations. E.g., Meet ...

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Golf Club Manager

Ten out of ten for the course for me personally. I think I would have resigned if it hadn't been for the course.

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Feedback from a participant's boss - a WS Atkins director

Now he actively listens, probes, asks for clarifications and does not assume anymore he knows the answer.

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Feedback from participant's boss - a Billiton director

He's obviously making a positive effort and it does show. People used to be scared of him. No longer.

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Feedback from a participant's boss - a Shell International senior manager

He is showing far more self-awareness and more restraint in potentially confrontational situations. He is far more aware of the impact his actions and ...

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Feedback from participant's boss - a Johnson Matthey Catalysts (Germany) senior manager

There has been a noticeable improvement in the performance of this customer service engineer. He is much more succinct now than he was before. He was ...

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Feedback from participant's boss - a Johnson & Johnson finance director

He has made excellent progress in the management of his team. He has ensured key stakeholders are involved in decision-making and has gone to great le ...

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Senior Engineer, Qualcomm

An unbelievable experience, highly motivating training and one of the few which stays forever in your mind. A tangible impact to your life and workin ...

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Fundraising Officer, United Nations High Commission for Refugees (UNHCR)

A very intimate training which will make anyone reflect on how best to engage with colleagues when confronted with difficult situations.

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Leisure Centre Manager

The most useful part of the course was learning how to convey my disappointment with a member of staff without demotivating them, without making them ...

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Examples of Training Needs Met

Being more assertive would help career go better Read More...
Well intentioned but demoralising his team Read More...
Technically very sound but lacking persuasive skills Read More...
Preparing for a more challenging role Read More...
Forceful communicator who created friction Read More...
Very diligent but hated dealing with difficult people Read More...
Flying high but creating a tense atmosphere Read More...
Very logical but not creating enough rapport Read More...
Enormous enthusiasm but little sensitivity Read More...
Respected specialist who was too quiet at meetings Read More...
Lots of energy and ideas but little attention for his clients Read More...
Not delegating or developing others Read More...
Difficulty communicating with non-technical people Read More...
Allowed his meetings to get out of hand Read More...
Had a positive attitude but gave a negative impression Read More...

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