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Objection Management
Build confidence in challenging conversations by learning why objections happen, how customers think, and how to guide them toward clearer, more confident decisions. Then apply our proven framework to handle objections effectively in any conversation.
ENGLISH
5 CORE MODULES
CERTIFICATE PROVIDED
Instructor: Mike Clark
20+ Years of Experience
Training Options
Online, In-Person & Customised For You
Approx. 15–20 minutes per module
Full course: 90-120 minutes total
Comprehensive Workbook Included
Tools and activities for every module
Lifetime Access
Learn at your own pace, forever
Objection Management
Build confidence in challenging conversations by understanding why objections happen, how your customers think, and how to guide them toward a confident decision.
ENGLISH
5 CORE MODULES
CERTIFICATE PROVIDED
Training Options
Online, In-Person & Customised For You
Approx. 15–20 minutes per module
Full course: 90-120 minutes total
Comprehensive Workbook Included
Tools and activities for every module
Lifetime Access
Learn at your own pace, forever
Instructor: Mike Clark
20+ Years of Experience
About
About This Course
Every great customer conversation requires clarity, confidence, and trust. This course helps you develop all three. You’ll learn why objections happen, what your customers are thinking, and how to guide them toward confident decisions using a simple, proven framework.
Packed with practical insights and real-world tools, Objection Management will help you improve your communication, reduce hesitation, and handle challenging conversations with ease.
Whether you work in sales, service, admin, or any customer-facing role, this course will equip you to communicate with confidence and guide customers toward clearer, more informed decisions through short, focused modules and a guided workbook designed for real-world application.
Is This the Right Course For You?
This course is ideal for you if you...
Work with customers or clients in any capacity
Want clearer, more confident conversations
Face questions, hesitation, or pushback regularly
Need a simple process for handling objections
Want practical tools you can apply immediately
About
About This Course
Every great customer conversation requires clarity, confidence, and trust. This course helps you develop all three. You’ll learn why objections happen, what your customers are thinking, and how to guide them toward confident decisions using a simple, proven framework.
Packed with practical insights and real-world tools, Objection Management will help you improve your communication, reduce hesitation, and handle challenging conversations with ease.
Whether you work in sales, service, admin, or any customer-facing role, this course will equip you to communicate with confidence and guide customers toward clearer, more informed decisions through short, focused modules and a guided workbook designed for real-world application.
Is This the Right Course For You?
This course is ideal for you if you...
Work with customers or clients in any capacity
Want clearer, more confident conversations
Face questions, hesitation, or pushback regularly
Need a simple process for handling objections
Want practical tools you can apply immediately
What You'll Learn
Learning Outcomes
Explore the core skills and capabilities you’ll develop in this course.
Understand Customer Mindset
Expand to see details
- Recognise why customers raise objections, even when they’re not expressing the real reason directly.
- Understand the psychology behind hesitation and what creates uncertainty in buying decisions.
- Identify what customers are truly thinking so you can address the real concern behind the objection.
Prevent Common Objections Early
Expand to see details
- Identify the objections you hear most often and understand what triggers them.
- Strengthen your communication process so objections naturally come up less often.
- Set clear expectations early so customers feel confident moving forward.
Handle Objections with Confidence
Expand to see details
- Apply a simple, proven framework to respond calmly and professionally.
- Navigate challenging conversations without defensiveness or pressure.
- Give customers the clarity they need to make confident, informed decisions.
Ask Better, More Effective Questions
Expand to see details
- Use open-ended questions to uncover what customers genuinely want, need, or are unsure about.
- Build trust by guiding conversations confidently, calmly, and without pressure.
- Notice early signs (wording, tone, hesitation) that show when a customer isn’t fully convinced.
Communicate Your Value Clearly
Expand to see details
- Explain your product or service in a way that makes the value obvious and easy to understand.
- Help customers compare their options confidently by clarifying what is included and what isn’t.
- Highlight your unique points of difference naturally, without pressure, so customers feel informed and confident in their decision.
Real World Application
Expand to see details
- Practise the framework step-by-step using real examples from your role or industry.
- Reflect on what worked and what to adjust to improve future interactions.
- Build confidence by applying the framework consistently in daily conversations.
What You'll Learn
Learning Outcomes
Explore the core skills and capabilities you’ll develop in this course.
Understand Customer Mindset
Expand to see details
- Recognise why customers raise objections, even when they’re not expressing the real reason directly.
- Understand the psychology behind hesitation and what creates uncertainty in buying decisions.
- Identify what customers are truly thinking so you can address the real concern behind the objection.
Prevent Common Objections Early
Expand to see details
- Identify the objections you hear most often and understand what triggers them.
- Strengthen your communication process so objections naturally come up less often.
- Set clear expectations early so customers feel confident moving forward.
Handle Objections with Confidence
Expand to see details
- Apply a simple, proven framework to respond calmly and professionally.
- Navigate challenging conversations without defensiveness or pressure.
- Give customers the clarity they need to make confident, informed decisions.
Ask Better, More Effective Questions
Expand to see details
- Use open-ended questions to uncover what customers genuinely want, need, or are unsure about.
- Build trust by guiding conversations confidently, calmly, and without pressure.
- Notice early signs (wording, tone, hesitation) that show when a customer isn’t fully convinced.
Communicate Your Value Clearly
Expand to see details
- Explain your product or service in a way that makes the value obvious and easy to understand.
- Help customers compare their options confidently by clarifying what is included and what isn’t.
- Highlight your unique points of difference naturally, without pressure, so customers feel informed and confident in their decision.
Real World Application
Expand to see details
- Practise the framework step-by-step using real examples from your role or industry.
- Reflect on what worked and what to adjust to improve future interactions.
- Build confidence by applying the framework consistently in daily conversations.
Course Content
Course Modules
The course is broken into five concise modules, each focused on one key part of the objection management process.
With 15–20 minute lessons, you can work through the content daily, revisit modules as needed, or complete the whole course in one go. The structure is intentionally simple, practical, and easy to apply straight into real conversations.
Customer Mindset
Module 1 Approx. 15 - 20 minutes to complete
Understanding your customer begins with understanding how they think. In this module, you’ll explore why objections show up, what creates hesitation, and what might really be going on beneath the surface.
You’ll start recognising the difference between what a customer says and what they mean, giving you a clearer starting point for meaningful conversations.
Your Mindset
Module 2 Approx. 15 - 20 minutes to complete
How you show up has a direct impact on the objections you hear. In this module, we turn the lens inward to explore how your beliefs, confidence, and communication style influence your customer interactions.
You’ll uncover small shifts you can make that immediately strengthen your conversations and build trust more naturally.
Your Common Objections
Module 3 Approx. 15 - 20 minutes to complete
Patterns tell a story. In this module, you’ll look closely at the objections you hear most often and explore what’s really driving them. You’ll learn how refining your process, asking better questions, and setting clearer expectations can reduce objections before they even arise.
This helps you move from reacting to challenges… to preventing them.
Objection Management Process
Module 4 Approx. 15 - 20 minutes to complete
Clarity brings confidence. Here, you’ll learn a simple step-by-step framework you can use to navigate objections with calm and confidence.
This process helps you respond thoughtfully, support your customer through uncertainty, and guide them toward clearer decisions.
It’s practical, structured, and easy to apply in any conversation.
Practical Application
Module 5 Approx. 15 - 20 minutes to complete
Information is only as good as the action you take as a result of having it. In this module, you’ll put the key insights & skills you have learned into practice for your specific role & business.
You’ll work through a real-life scenario using the full objection management process, building confidence to apply these tools when it matters most.
Conclusion
Approx. 5 minutes to complete
This final section brings all your learning together in one place.
We’ll recap the key ideas, reinforce the core steps, and help you feel ready to put everything into action.
On completion of this module, you will receive a personalised certificate of completion.
Mike Clark
Director, Strategic Facilitator, Trainer, Coach, and Motivational Speaker
20+ Years of Experience
Course Content
Course Modules
The course is broken into five concise modules, each focused on one key part of the objection management process.
With 15–20 minute lessons, you can work through the content daily, revisit modules as needed, or complete the whole course in one go. The structure is intentionally simple, practical, and easy to apply straight into real conversations.
Customer Mindset
Module 1 Approx. 15 - 20 minutes to complete
Understanding your customer begins with understanding how they think. In this module, you’ll explore why objections show up, what creates hesitation, and what might really be going on beneath the surface.
You’ll start recognising the difference between what a customer says and what they mean, giving you a clearer starting point for meaningful conversations.
Your Mindset
Module 2 Approx. 15 - 20 minutes to complete
How you show up has a direct impact on the objections you hear. In this module, we turn the lens inward to explore how your beliefs, confidence, and communication style influence your customer interactions.
You’ll uncover small shifts you can make that immediately strengthen your conversations and build trust more naturally.
Your Common Objections
Module 3 Approx. 15 - 20 minutes to complete
Patterns tell a story. In this module, you’ll look closely at the objections you hear most often and explore what’s really driving them. You’ll learn how refining your process, asking better questions, and setting clearer expectations can reduce objections before they even arise.
This helps you move from reacting to challenges… to preventing them.
Objection Management Process
Module 4 Approx. 15 - 20 minutes to complete
Clarity brings confidence. Here, you’ll learn a simple step-by-step framework you can use to navigate objections with calm and confidence.
This process helps you respond thoughtfully, support your customer through uncertainty, and guide them toward clearer decisions.
It’s practical, structured, and easy to apply in any conversation.
Practical Application
Module 5 Approx. 15 - 20 minutes to complete
Information is only as good as the action you take as a result of having it. In this module, you’ll put the key insights & skills you have learned into practice for your specific role & business.
You’ll work through a real-life scenario using the full objection management process, building confidence to apply these tools when it matters most.
Conclusion
Approx. 5 minutes to complete
This final section brings all your learning together in one place.
We’ll recap the key ideas, reinforce the core steps, and help you feel ready to put everything into action.
On completion of this module, you will receive a personalised certificate of completion.
Mike Clark
Director, Strategic Facilitator, Trainer, Coach, and Motivational Speaker
20+ Years of Experience
Select Your Training Package
Flexible Pricing for Every Learner
Designed for individuals, teams, and organisations - backed by 20+ years of proven training expertise.
Select Your Training Package
Flexible Pricing for Every Learner
Designed for individuals, teams, and organisations - backed by 20+ years of proven training expertise.
What Others Are Saying
Testimonials
Real feedback from learners who’ve taken our courses...
Mike gives the team encouragement and motivation and helps them to be laser-focused. Mike comes back to the Directors quickly if something isn’t right, and allows us to get back to business!
Director
Mike Clark is an inspiring and motivated business trainer who constantly stretches individuals and teams. His enthusiasm is infectious and our team loves the monthly training he provides! Mike has a wide scope of skills that can cover almost any area of business and personal training.
Customer Service Salesperson
Providing world-class customer service is a core part of our business & Mike's training has helped us drive a customer-centric culture throughout our business. His passionate delivery, relevant content, and outcomes-focused approach is excellent.
Operations Manager
What Others Are Saying
Testimonials
Real feedback from learners who’ve taken our courses...
Mike gives the team encouragement and motivation and helps them to be laser-focused. Mike comes back to the Directors quickly if something isn’t right, and allows us to get back to business!
Director
Mike Clark is an inspiring and motivated business trainer who constantly stretches individuals and teams. His enthusiasm is infectious and our team loves the monthly training he provides! Mike has a wide scope of skills that can cover almost any area of business and personal training.
Customer Service Salesperson
Providing world-class customer service is a core part of our business & Mike's training has helped us drive a customer-centric culture throughout our business. His passionate delivery, relevant content, and outcomes-focused approach is excellent.
Operations Manager
Frequently Asked Questions
What support will I have if I don’t understand a concept or section?
We have dedicated staff who will be happy to help you with any questions at all that you may have. Please remember, there is no such thing as a stupid question - we are here to help! Click the button below to fill out a contact form, and we will get in touch with you.
How much time do the online courses take?
Generally, we have created each course in a structure that is easy to digest and practically apply. Typically, you can expect to invest 15-20 minutes daily over a span of 3-6 weeks, depending on the specific course.
Please be aware that this may vary slightly for each course; detailed information is available under each course breakdown.
Do you have bulk purchases, for a team or organisation?
Yes, you absolutely can! Please click the button below (Team Pricing Options) and submit your request through the associated form.
How do I know which course will suit me/ my employees best?
Each course page includes an overview of what you’ll learn.
If you’d like personalised guidance, fill in the form below (Contact Request Form), and we’ll call you to discuss your goals and recommend the best option, completely free and with no obligation.
What’s the difference between Think Right & Think Right Online?
Think Right is our main business training company.
Think Right Online is the online learning platform used to deliver Think Right training.
Whether learning online, in person, or through a blended approach, the training philosophy, frameworks, and standards remain the same.
Do I get a certificate when I finish a course?
es, you’ll receive a personalised digital certificate of completion once you finish your course, which you can print out.
How long do I have access to the online courses?
You get lifetime access to your course, including any future updates.
Can I mix online learning with in-person training?
Absolutely. Many individuals and teams start with an online course and then move into in-person or customised training. We can guide you on the best pathway for your goals.
What makes your courses different?
Our training is practical, bite-sized, and built for real-world application. Lessons are easy to follow, supported by workbooks and tools, and backed by real people who are here to help when you need it.
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Frequently Asked Questions
What support will I have if I don’t understand a concept or section?
We have dedicated staff who will be happy to help you with any questions at all that you may have. Please remember, there is no such thing as a stupid question - we are here to help! Click the button below to fill out a contact form, and we will get in touch with you.
How much time do the online courses take?
Generally, we have created each course in a structure that is easy to digest and practically apply. Typically, you can expect to invest 15-20 minutes daily over a span of 3-6 weeks, depending on the specific course.
Please be aware that this may vary slightly for each course; detailed information is available under each course breakdown.
Do you have bulk purchases, for a team or organisation?
Yes, you absolutely can! Please click the button below (Team Pricing Options) and submit your request through the associated form.
How do I know which course will suit me/ my employees best?
Each course page includes an overview of what you’ll learn.
If you’d like personalised guidance, fill in the form below (Contact Request Form), and we’ll call you to discuss your goals and recommend the best option, completely free and with no obligation.
What’s the difference between Think Right and Think Right Online?
Think Right is the business training company.
Think Right Online is the online learning platform used to deliver Think Right training.
Whether learning online, in person, or through a blended approach, the training philosophy, frameworks, and standards remain the same.
Do I get a certificate when I finish a course?
es, you’ll receive a personalised digital certificate of completion once you finish your course, which you can print out.
How long do I have access to the online courses?
You get lifetime access to your course, including any future updates.
Can I mix online learning with in-person training?
Absolutely. Many individuals and teams start with an online course and then move into in-person or customised training. We can guide you on the best pathway for your goals.
What makes your courses different?
Our training is practical, bite-sized, and built for real-world application. Lessons are easy to follow, supported by workbooks and tools, and backed by real people who are here to help when you need it.