Objection Handling: Biases, Empathy & Connection

3 sessions | Coming soon
3 sessions | Starting on Apr 06, 2021

Meet the Expert

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These Sprints are made for individuals who are ready to get stuck into a topic, and want to walk away with a solid practical understanding of that area. Upon completing a Sprint, you’ll confidently be able to implement your skills in the real world, giving you a serious edge in a short space of time.

Broaden your skills, develop your understanding, and step into your zone of genius.


About this Sprint

Overcoming objections is a vital skill. You could be the best salesperson in the world, but if you can’t overcome customer concerns then you won’t be able to close.

No sales process ever runs completely smoothly. Along the way, customer doubts can creep in which cause a break in the natural flow of the sale.

Even when you know that your product or service solves their problem, an objection can stifle the sales process and leave you flustered.

During this sprint we will cover 3 main aspects of objection handling: overcoming biases from the Backfire Effect, Tactical Empathy and going from Objection to Connection.

The Sprint is packed with useful templates and resources and opportunities to test out the learnings in a cohort based environment!

Earn CPD accreditation when you complete this Sprint.

What you'll be able to do

Understanding the backfire effect
Deploying empathy to disarm your prospects
Earn the trust of your leads by helping them navigate the market

Session breakdown

Session 1 – The Backfire Effect: Overcoming Cognitive Bias

The backfire effect is important to understand, since it affects both your ability to change other people’s opinion, as well as your ability to process information rationally yourself. In this sprint, you'll learn about the backfire effect and how to use it to overcome cognitive bias.

Session Learning Objectives:

  • How to identify cognitive bias during negotiations
  • Understand the psychology behind changing someone's mind
  • How to handle your own personal cognitive biases so that it doesn't affect deals.

Session 2 – Tactical Empathy: From Overcoming to Understanding

While many believe that negotiation is a battle, successful negotiation is more of a collaboration rooted in empathy. In this sprint, you'll learn how to deploy empathy to disarm your prospects.

Session Learning Objectives:

  • How to validate your client's objections without empowering them.
  • How to use mirroring and labeling to get your prospects invested in your solution.
  • How to conduct an accusations audit and use it on your next call

Session 3 – Objection to Connection: The Art of Negotiation

Once you've learned all about your client's needs and reservations, it's time to actively shift their perspective. In this sprint, you'll learn how to reframe objections to move closer to closing the deal.

Session Learning Objectives:

  • Learn the value of hearing "no" in negotiations and how to use it to your advantage
  • How to use the LAER process to handle objections
  • The 12 most common sales objections and examples of how to handle them

Session 4 –

Who is this Sprint for?

Digital Learners

Itching to learn something useful and new? Add another bow to your digital quiver.

The Lead Generators

Break through the noise. Learn how others have grown their MQL base and start to develop yours.

The Sales Reps

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The Scintillating SDRs

Ready to level-up? Invest in yourself and take your development into your own hands.

Meet the Experts

Optimise your sales, overcome objections and maximise your opportunities by learning from our industry expert.
Lawrence Wayne O'Connor
Sales Enablement Coach. SaaS Engine. Apple (former)
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