ISMM Level 3 U302 - Handling Objections, Negotiating & Closing Sales eLearning - Syllabus - $169.00

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  • Accredited by ISMM

  • Total QCF credits available: 6

  • 50 hours of course material

  • Practice exams

  • 24/7 tutor support

  • Instant 6 months access - start today!

This is an interactive e-Learning course for students who wish to actively improve their sales negotiation and closing skills.

As well as in-depth visual learning content, this media-rich online course contains audio and video narratives, interactions, quizzes and practice exams.

At the end of the course you will have been shown a robust and proven set of tools which you can use to actively improve your sales negotiation and closing skills.


Full Details of our ISMM Level 3 U302 Course:

Successful completion of the course results will give you the U302 Award in Handling Objections, Negotiating & Closing Sales. The course includes a multiple-choice test to check your knowledge and understanding.

Browse the contents of this e-learning course by clicking on a module title below that you would like to know more about. Why not try a free trial module of our course before you buy!

  • Module 1: Prepare to Handle Objections, Negotiate & Close

    • In this lesson you will be shown how to prepare for and plan the last stages of the sales process.

      This lesson introduces the various concepts surrounding objection handling, negotiation, and closing, which are covered in more detail in lessons 2 to 4. In this lesson, we’ll show you what objections are, why they should be viewed positively and how to use them as a guide to help you close a sale.

      We’ll help you plan for and anticipate different types of objection, so that you don’t lose sales through being unprepared. We’ll look at ways of assessing your own authorization to negotiate, so that you know what you can and can’t offer to a customer during a negotiation.

      We’ll show you how to make an effective game-plan for your negotiation, so that you’re clear on what you want or need to get out of a given deal. And finally, we’ll look at some effective, practical methods for closing a sale.


      1.1 Plan to deal with a range of sales objections prior to dealing with the customer
      1.2 Confirm authorization to negotiate and prepare a negotiation plan
      1.3 Identify methods of closing the sale

  • Module 2: Be Able to Handle Objections

    • Building on what we’ve learned in lesson one, we will now look at some practical techniques for handling objections. In this lesson we will also show you a 5 step plan that will walk you through the process of handling an objection.


      2.1 Identify any issues that are preventing the customer agreeing the sale
      2.2 Explore issues with the customer to identify and prioritize concerns
      2.3 Provide evidence to the customer of the strengths of the company’s products or services
      2.4 Confirm that the customer is in agreement with how the objection(s) can be overcome
      2.5 Respond to verbal and nonverbal buying signals

  • Module 3: Be Able to Negotiate with the Customer

    • In this lesson, we’ll explore more practical techniques you can use in negotiation. We will show you a 6-step negotiation plan. We will explain the concept of a ‘breakpoint’, and show you what to do when a ‘breakpoint’ is reached.

      Lastly, we will show you assertive methods of informing the customer when no further adjustment is possible.


      3.1 Carry out negotiation according to plan
      3.2 Inform the customer when no further adjustment is available

  • Module 4: Be Able to Close the Sale

    • In this lesson we will look at some practical closing techniques that you can use at the end of a negotiation and we will show you how to apply a ‘trial close’.

      In addition, you will be shown some objection-handling techniques that are suitable for the final stages of the sales process.

      We will then show you how to use questions to identify potential opportunities for add-ons, up-selling and cross-selling. Finally, we will look at some final thoughts on closing and summarizing.


      4.1 Apply a trial close
      4.2 Respond to any further objections and concerns
      4.3 Use questions to identify potential opportunities for add-ons, up-selling or cross-selling
      4.4 Close the sale and summarize agreements

      The course includes a multiple-choice test to check your knowledge and understanding.

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