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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
February 26, 2026
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 - 12:00
Фокус: развитие на лична марка и лидерско присъствие чрез автентичност
Building a personal brand through authenticity
Лидерите със собствен бранд
Автентичността като ключ към дълготрайни връзки
Фокус: разликата между качество на обслужването и факторите, които създават преживяване
Boosting engagement and connection
Комуникация на своите ценности по убедителен начин
Механизми за изграждане на доверие
Фокус: развиване на емоционална осъзнатост, самоконтрол и устойчивост
Self-awareness: understanding your own reactions and behavioral patterns
Стратегии за самоконтрол и справяне със стреса – пътят към рационалните решения
Developing mental resilience and a positive mindset
Staying motivated in the face of repeated rejection
13:00 - 16:00
Фокус: изграждане на ефективна, двупосочна и доверителна комуникация
Блокиращи и поддържащи диалога фактори
Нива на слушане и умението за задаване на правилните въпроси
Стратегии за съвместен контрол – повишаване на доверието на клиента
Управление на емоциите при решенията за покупка
Фокус: управление на трудни ситуации и превръщане на възраженията във възможности
Identifying the true reasons behind objections
Assessing real interest and readiness to buy
Преходът: от възражения към възможности
5 лингвистини модела за влияние
Фокус: превръщане на възраженията на клиента в аргументи на продавача
Fear of loss
Objection audit
Calibrating client expectations
Awareness of reality
STANDARD PASS
Sales Club Masterclass
Interactive practical task
Live demonstrations, case examples, and actionable strategies
Live demonstration — exercise in pairs
Direct audience interaction
Group work - preparation, feedback, and analysis of real business cases
February 26, 2026
198,00 BGN* / 101.24 € *