Overcoming Sales Objections

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
• Practice 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

• 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

This course is ideal for entrepreneurs and sales professionals

• Classroom lectures
• Video

CORE Certificate