Course Code: SALES-106

Format: In-Person / Virtual

Description: Objections are not rejections; they are requests for information. Grounded in Cognitive Dissonance Theory, this course trains sellers on the LAER Model to de-escalate defensiveness and uncover root causes.

Learning Objectives:

De-escalate resistance using the Listen, Acknowledge, Explore, Respond framework.

Distinguish between authentic objections and smoke screens.

Handle "Price" pushback without immediate discounting.

Scholar-Practitioner Framework:

Theory: Cognitive Dissonance Theory.

Application: Rapid-Fire Objection Role-Play.

Curriculum: The Psychology of Defensiveness; The LAER Steps; Isolating the Objection.