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OBJECTIONS - THE ROAD
TO A SUCCESSFUL DEAL
Learn how to turn every “no” into a “yes” with proven techniques by Viktor Balabanov
November 20, 2025
COULD TRANSFORM YOUR CAREER?
You subscribe to the mantra that most sales prospects won’t pan out.
You’re prepared to face a wave of rejections before getting at least one ‘yes.’”
You sense that closing a deal often comes down to using the right approach.
Senior Consultant and Founder of I CAN BE
Founder of Znam.be, an NGO focused on educational impact
Over 17,000 sales professionals trained
The 6 secrets to creating a personalized customer experience
The 5 most effective techniques for overcoming objections
The psychology behind different types of objections - and how to step into your customer’s shoes
THE POWER OF AUTHENTICITY IN BUILDING LEADERSHIP AND TRUST
How a strong personal brand can inspire, unite, and lead forward.
Автентична комуникация — Умението: Диалог
How to be authentic and show empathy in a corporate environment.
Емоционално интелигентният търговец
How to close deals by building genuine connections with your clients.
VERBAL TECHNIQUES FOR HANDLING OBJECTIONS
How to shift your mindset from selling to truly serving customer needs.
TRUST – THE KEY
THAT UNLOCKS EVERY DOOR
Viktor believes that every objection is an opportunity. Rejection is rarely personal - it’s simply a sign of missing trust in the value of your product or service.
In the world of sales, trust is everything. It’s the bridge between skepticism and long-term commitment. At the end of the day, we all buy from people and brands we trust.
How to build and establish your personal brand while fostering genuine, trust-based relationships
Emotional self-regulation, mental resilience, and strategies for managing stress and preventing burnout
Mastering productive dialogue, navigating client expectations, and using verbal techniques for overcoming objections
TRAINING AGENDA
10:00 – 10:15
THE POWER OF AUTHENTICITY IN BUILDING LEADERSHIP AND TRUST
Building a personal brand through authenticity
Real-world examples of leaders with strong personal brands
Why authenticity is the key to long-term relationships
Why authenticity is the key to long-term relationships
Boosting engagement and connection
How to communicate your values with confidence and clarity
Managing group dynamics effectively
10:15 – 11:00
THE EMOTIONALLY INTELLIGENT SALES PROFESSIONAL
Self-awareness: understanding your own reactions and behavioral patterns
Coping with stress and preventing professional burnout
Self-control strategies for making rational decisions under pressure
Developing mental resilience and a positive mindset
Staying motivated in the face of repeated rejection
Shared control strategies to increase trust and cooperation with clients
The role of emotions in shaping purchasing decisions
11:00 – 11:30
AUTHENTIC COMMUNICATION – THE SKILL OF DIALOGUE
Key factors that sustain meaningful dialogue
The different levels of active listening
Common barriers that block open communication
The art of asking the right questions
11:30 – 12:00
12:00 – 13:30
VERBAL TECHNIQUES FOR HANDLING OBJECTIONS
Identifying the true reasons behind objections
Assessing real interest and readiness to buy
Turning objections into opportunities
Fear of loss
Techniques for calmly and confidently addressing concerns
Objection audit
Calibrating client expectations
Awareness of reality
STANDARD PASS
Sales Club Masterclass
Interactive practical task
Live demonstrations, case examples, and actionable strategies
Real scenario role-play in pairs
Direct audience interaction
Group work - preparation, feedback, and analysis of real business cases
November 20, 2025
198,00 BGN* / 101.24 € *