Training, Consultation & General services Company
  • (+20) 25215059 / (+2) 01118867769
    info@coreqhse.com

  • Maadi, Cairo – Egypt
    1st Floor, 15 Road 256

  • Working Hours
    From 08:00 am to 16:00 pm

Overcoming Sales Objections

Course Purposes

Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome sales objections. With the right training, it is possible to turn objections into opportunities. Investing in sales objection training will help improve sales and the company’s bottom line.

Course Objectives:

By the end of this course each attendee will be able to
 
  •  Understand the factors contributing to customer objections
  •  Define the different objections
  •  Learn how to overcome objections with a set of specific strategies
  •  Practise the different strategies for overcoming objections
  •  Learn how to dig up the "real reason" behind objections
  •    Learn effective techniques for deflating objections & closing the sale
  •  Gain the confidence to handle objections and sell more

Course Contents

 Getting Started
  • Pre-Assignment Review
  • Action Plans and Evaluation
 Three Main Factors
  •  Skepticism
  •  Misunderstanding
  •  Stalling
  Seeing Objections as Opportunities
  •   Translating the Objection to a Question
  •   Translating the Objection to a Reason to Buy
  •   Case Study
  Getting to the Bottom
  •  Asking Appropriate Questions
  •  Common Objections
  •  Basic Strategies
  •  Case Study
  Finding a Point of Agreement
  • Outlining Features and Benefits
  •  Identifying Your Unique Selling Position
  •  Agreeing with the Objection to Make the Sale
  •  Case Study
  Have the Client Answer Their Own Objection
  •  Understand the Problem
  •  Render It Unobjectionable
  •  Case Study
  Deflating Objections
  •  Bring up Common Objections First
  •  The Inner Workings of Objections
  •  Case Study
 Unvoiced Objections
  •  How to Dig up the “Real Reason”
  • Bringing Their Objections to Light
  • Case Study
  The Five Steps
  •  Expect Them
  •  Welcome Them
  •  Affirm Them
  •  Complete Answers
  •  Compensating
  Do's and Don'ts
  •  Do's
  •  Don’ts
  Sealing the Deal
  •  Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • The Power of Reassurance
  • Things to Remember
 Wrapping Up
  • Words from the Wise
  • Lessons Learned

Course Recipients

This course is suited for
 
  • This course is ideal for entrepreneurs and sales professionals

Duration

2 Days

Methodology of teaching

Classroom lectures, Videos & Practical Training and Exercises

Certificates

Core Certificate

Available DATE

Duration Start End
2 Days 2018-02-12 2018-02-13 Apply



2 Days 2018-04-23 2018-04-24 Apply



2 Days 2018-07-16 2018-07-17 Apply



2 Days 2018-10-16 2018-10-17 Apply




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