Managing Objections and Negotiations

Canadian Professional Sales Association
Training overview
Professional Course
10 hours
From 1,394 CAD
Start dates
1,394 CAD

1,394 CAD

1,394 CAD
Canadian Professional Sales Association

Course description

Managing Objections and Negotiations

The Managing Objections and Negotiations one-day course ensures participants will gain the confidence to navigate and negotiate sales deals with a deeper understanding of customer engagement best practices. While preparing for negotiations and potential objections, students will learn to confidently negotiate based on value and secure lasting business with their clients. 

This course is a combination of in-class and online learning.

CPSA classroom courses are offered across Canada. If you're located outside Canada, check out our online courses.

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COVID-19 Update

In light of COVID-19, this provider is now delivering some or all of their courses online. Contact them for more information!

Who should attend?

This course can help you better prepare for objections and obstacles that can often stall sales deals, grow your skills as a negotiator, improve your closing techniques and help you maximize additional sales opportunities to grow your accounts.

This course is for you if you're a:

  • Key Account Manager
  • Business Development Representative
  • Business Owner/Entrepreneur
  • Territory Manager
  • Sales Manager
  • Certified Sales Professional (CSP) candidate
  • Sales professional looking to improve performance.

A minimum of 4 years of sales experience is recommended.

Training content

After completing this course, you will be able to:

  • Develop and follow through on a detailed negotiation plan, including team negotiation strategies
  • Maintain client commitments throughout the entirety of the sales process by reinforcing UVP and ROI of product/service offerings
  • Determine root cause of objections and develop strategies to properly address them
  • Upsell and cross sell additional services to further address client needs
  • Properly identify internal organizational gaps and fill with external partners
  • Strategically select the best approach to ensure closing of sale for each client and solutions
  • Develop and utilize personal systems to follow-up with clients, deepen relationships, and grow business.


New Attendees: $1,394.00 (includes a one-year CPSA Membership)

Members: $1,095.00

Certification / Credits

Upon completion of this ten-hour program, learners will receive a certificate of completion from CPSA. The program is aligned to meet partial educational requirements for the Certified Sales Professional (CSP) designation offered by the CPSA Institute.

Why choose Canadian Professional Sales Association?

10,000+ salespeople trained

72% of Certified Sales Professionals rank in the top 25% of sales within their organizations

Almost 50% of Certified Sales Professionals earn more after completing the designation program

About Canadian Professional Sales Association

Canadian Professional Sales Association

Canadian Professional Sales Association

For as long as sales has existed in Canada, the Canadian Professional Sales Association (CPSA) has provided sales professionals with ongoing support and resources to accelerate their success and advance the profession. CPSA is funded in part by the Government...

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Canadian Professional Sales Association

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