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Handling Tough Client Objections

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Before starting this self study program, please go through the instructional document.


  • Listen for unspoken objections
    15 mins
  • Types of question to explore
    21 mins
  • Respond - Render it unobjectionable
    22 mins
  • Not looking to change
    26 mins
  • Talk to them first
    31 mins

Course Description

When it comes to sales conversations, hearing an objection from your prospect is inevitable. They'll disagree with you on things like price, the size of your team, or whether you're fit for the project.

Clients almost always have some form of “no” rolled up their sleeve. Finding what motivates their objections, though, is a mystery we have to solve in the sales cycle.

Guiding a prospect through the sales process is always tricky. No matter how many tactics you've implemented to increase your conversion rate, it seems that new sales team members, in particular, are often caught off guard when a lead presents a tough objection.

If you don't know how to respond, such objections could completely derail the sales process. But the thing is, buyer objections are the norm no matter what you're trying to sell. 

It’s hard to confront objections, especially if you’re trying to grow your business and land better clients. But not every “no” is concrete. Those who understand how to deal with these objections appropriately are quite often the ones who close the most sales.

Objections can be the most intimidating part of the sales process, but the speaker, Ty Hendrickson in this CPE course wants to change the mind frame behind objections and get excited when we hear them. 

Objections mean that your prospect is engaged and wants to discuss.

This CPE webinar is an opportunity to understand where their head is in this process as well as have an open dialogue about what it takes to get them to sign as a new client.

Learning Objectives

  • To re-define what an objection means in a sales process.
  • To list the 4 reasons for skepticism in negotiations.
  • To apply the 3 steps to deal with a misunderstanding.
  • To list the 5 reasons your prospect may stall.
  • To establish the LAER method to deal with objections.

Who Should Attend?

  • Accountant
  • Accounting Firm
  • Accounting Managers
  • Certified Management Accountant
  • Certified Public Accountant
  • CPA (Industry)
  • CPA - Mid Size Firm
  • CPA - Small Firm
  • CPA in Business
  • Entrepreneurial CPA
  • Senior Accountant
  • Staff of Accounting Firm
  • Young CPA