Handle every sales objection with confidence — including price. Proven scripts and frameworks for handling objections in-person and over the phone. Sales skill set #10 of the Modern Sales Performer Course Collection.
Get this course through Outliers for $59/month →
QUICK ANSWER
Objections are not a dead end — they're a signal the buyer is still engaged. The problem is most reps handle them wrong: they cave on price, get flustered in person, or use the same script whether they're face-to-face or on the phone. This course simplifies all of it.
You'll learn where objections come from, how to handle them differently in person vs. over the phone, the 4 most common objections and exactly how to respond, the AICPC framework for in-person objections, and a specific technique for handling the price objection. Sales skill set #10 of the Modern Sales Performer collection.
WHO IT'S FOR
COURSE CURRICULUM
20 lessons. Each section builds on the last — a complete system, not a random collection of tips.
THE FULL COLLECTION
This module is Module 12. The full Modern Sales Performer collection covers the entire B2B sales cycle — each module with its own completion certificate.
YOUR INSTRUCTOR
Derek Shebby
FOUNDER · MODERN SALES TRAINING
Best-selling course creator and sales consultant Derek Shebby spent 17 years as a top sales executive and sales director with Xerox Corporation. He was a 13-time Sales President's Club Award winner, coached hundreds of salespeople and sales leaders to excellence, and helped grow his local division from $40 million to over $100 million in annual revenue. After founding Modern Sales Training in 2017, Derek has trained 30,000+ salespeople worldwide. He currently coaches 150+ sales reps live every week and hosts the In Between Sales Calls podcast on Apple Podcasts.
REAL RESULTS
"I crushed my sales quota, won rookie of the year, and have been promoted 3 times."
"Pure gold. It helped double our sales in just three months."
"After this course I was 100% sure what I am doing and why — it changed my approach completely."
"Reps with 15+ years of experience said it got them back to basics in the best way."
Outliers · The complete path
Join Outliers and this training is included. You also get the full Modern Sales Performer collection, monthly live Outliers meetings, a serious sales community, and practical resources you can keep using in the field.
Want the advanced training too? Outliers Elite ($129/month or $1,290/year) adds the Fearless Prospector Masterclass, Virtual Selling Machine, new Elite content, and one 30-minute one-on-one coaching session with Derek each quarter.
PRICING
Choose lifetime access to the collection—or start today through Outliers.
Modern Sales Performer Collection
14 Modules · 18+ Hours · Lifetime Access
Or access it today
$59/month
Get this module plus the complete 14-course Modern Sales Performer collection through Outliers.
FAQ
What is the AICPC framework?
AICPC is Derek's proven in-person objection handling framework taught in this course. The letters stand for a specific 5-step process for receiving, acknowledging, and responding to objections without getting defensive or caving on price. The full technique is inside the course.
Can I buy this module individually?
Individual modules are not sold separately. Get this course and the complete 14-course Modern Sales Performer collection through Outliers for $59 per month, or choose the Modern Sales Performer lifetime-access option. Outliers Elite ($129 per month) includes the same collection plus the Fearless Prospector Masterclass, Virtual Selling Machine, and quarterly one-on-one coaching with Derek.
Does this cover phone objections too?
Yes — the course distinguishes between in-person and phone objection handling and teaches different techniques for each. Many reps use the same approach in both situations and wonder why it doesn't work.
What are the 4 most common sales objections in B2B?
They're covered in the course. Most fall into categories around price, timing, existing vendor relationship, and decision-making authority. The course gives you scripts for all four.
Can my company reimburse me?
Many companies cover sales training as a professional development expense. Treas. Reg. §1.162-5 also lets individuals deduct training that maintains or improves professional skills. Ask your accountant.
The Modern Sales Performer collection: 14 modules, 18+ hours, 140+ lectures. The complete B2B sales playbook used by 30,000+ reps.
Learn More — Modern Sales Performer → Not ready? Try 12 lessons free →
