Negotiation and Objections Training

Hearing about someone objecting to what you are selling can be quite difficult; it sounds as though you will need to pull out all the stops just to appeal to the customer as pressure mounts on both the company and yourself. Having a great deal of it can even make you question your abilities as a salesperson entirely, and we completely understand this. After all, the requirement to market products is as important as selling yourself.
As such, we have designed a training session which will allow you to hone your selling skills and overcome objections in sales.

Who is this Negotiation and Objections Training Session For?
Our Overcoming Objections Session is intended to inform salespeople on what key objections to watch out for and how to turn them around. As such, salespeople will get this training session invaluable, along with our various training sessions which focus on other key skills. If you are a salesperson, then you are acutely aware you will encounter objections; after all, the client is not just a robot, they would like to reach more informed decisions. But this is nothing to panic about; this training session will help you anticipate and reduce these objections and turn you into a more successful, more authoritative sales person. Not only that, you can even combine this session together with our other training sessions and help you become the super-duper salesperson each business wants.
Mastering these skills will let you turn even the most probing of customers into loyal customers, and you may even find the idea of overcoming objections enjoyable and challenging. For additional information on how we can help or to book in a training session, please don’t hesitate to contact us.
We hold training sessions in Perth, Melbourne, Adelaide, Darwin, Gold Coast, Brisbane, Sydney, Canberra, Geelong, Parramatta and across Australia.

Negotiations & Objections Course

Lesson One

Getting Started

  • Icebreaker
  • Housekeeping Items
  • Workshop Aims

Lesson Two

Understanding Negotiation

  • The Three Phases
  • Skills for Successful Negotiating

Lesson Three

Getting Prepared

  • Placing Your WATNA and BATNA
  • Identifying Your WAP
  • Identifying Your ZOPA
  • Personal Preparation

Lesson Four

Laying The Groundwork

  • Setting the Time and Place
  • Establishing Common Ground
  • Developing a Negotiation Framework
  • The Negotiation Process

Lesson Five

Phase One – Exchanging Information

  • Getting off on the Right Foot
  • What to Share
  • What to Keep to Yourself

Lesson Six

Phase Two – Bargaining

  • What to Expect
  • Strategies to Try
  • How to Break an Impasse

Lesson Seven

About Mutual Gain

  • Three Ways to Watch Your Choices
  • About Mutual Gain
  • What Do I Want?
  • What Do They Want?
  • What Do We Want?

Lesson Eight

  • Phase Three – Closing
  • Reaching Consensus
  • Building an Agreement
  • Setting the Terms of the Agreement

Lesson Nine

Dealing With Difficult Issues

  • Being Ready for Environmental Tactics
  • Dealing with Personal Attacks
  • Controlling Your Emotions
  • Deciding When It’s Time to Walk Away

Lesson Ten

Negotiating Outside the Boardroom

  • Adapting the Process for Smaller Negotiations
  • Negotiating via Telephone
  • Negotiating via Email

Lesson Eleven

Negotiating on Behalf of Someone Else

  • Choosing the Negotiating Team
  • Covering All the Bases
  • Dealing with Tough Questions

Lesson Twelve

Wrapping Up

  • Words From the Wise
  • Lessons Learned
  • Completion Of Action Plans and Evaluations

Customised Training Session For Teams (Included No Charge)

Paramount has plenty of ways to customise your content. You can determine guide questions, change objectives, activities, workbook colour and design, and even font and wording. We can fully customise everything to suit you company’s training needs. If there is anything at all that does not seem right to you, please do not hesitate to tell us what it is, and we will make it right. Our custom training courses are designed to help your company succeed.

In-House Customised training benefits:

  • Flexible length – You choose the length of the session
  • Highly Effective Team/Industry Specific
  • Certificate of Completion (Professional Grade)
  • Create a Team Building environment
  • Cost effective – Group rate discount
  • Printed courseware (No need to download or use an App to read)

Creating Content (Contact us for Quotation)

Paramount has all of your content creation needs covered. Our company have a skilled team necessary to create content for your training outlines and workbooks upon request. All we need are your specifications and what you would like to cover within the course and we will give you quality outlines and training content to work with. Our company firmly believes in our mission to serve your company by making yours better through better employees, and better administration.

Instructor Led Online

Download Certificate of Completion $495 inc GST
Printed and Posted Certificate of Completion $515 inc GST

Our online courses are always prepared for your learning needs. This includes a comfortable self-pacing feature that allows you to take your interactive online training at your own pace. It can be taken anytime of the day, for your learning enjoyment. Logins are easy, and you can print your certificate when you finish the course. A Professional Grade Certificate will be provided, and it will be valid as proof that you are proficient in the course of your choosing. Book a course with us today, and pace your learning your way. Click on the link below to get started!

Online Self Paced

Download Certificate of Completion $69 Inc GST
Printed and Posted Certificate of Completion $89 Inc GST

All of our online courses are not only cost-effective, they are also assisted along with the help of one of our trainers to help you through the course. You just have to provide a date and time, and we will provide the trainer and material. For example; Our online courses are fantastic for regional businesses and employees that are unable to attend a workshop. If you book an online course, you can take it anywhere, any time. It is entirely made to be available when you are too. It’s just you and the trainer, helping you learn at your own pace. Book a course today!

Public Workshop at a Venue


  • Time: 9:00 AM – 4:00 PM
  • Small Number of participants per workshop, average 5 people, max 12
  • Lunch and refreshments are included


  • Pay on Invoice or by Credit Card
  • Professional Grade Certificate of Completion Provided
  • Comprehensive courseware and materials

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