BUY COURSE NOW - online self directed

Generating sales and revenue is an essential component to many businesses. Overcoming Sales Objections is an equally essential part of the sales process, as it will open up a whole new set of opportunities for your workforce and potential clients. Participants will learn strategies and techniques to recognize sales roadblocks, pivot negotiation strategies, and identify new opportunities for doing business. These techniques will support ongoing sales and relationship building.

Course Objectives:

• Understand the factors that contribute to customer objections
• Define different objections
• Recognize different strategies to overcome objections
• Identify the real objections
• Find points of interest
• Learn how to deflate objections and close the sale

Course Outline:



Overcoming Sales Objections

Module One: Three Main Factors

• Skepticism

• Misunderstanding

• Stalling

• Module One: Review Questions

Module Two: Seeing Objections as Opportunities

• Translating the Objection - 1

• Translating the Objection - 2

• Case Study

• Module Two: Review Questions

Module Three: Getting to the Bottom of it

• Asking Appropriate Questions

• Common Objections

• Basic Strategies

• Case Study

• Module Three: Review Questions

Module Four: Finding a Point of Agreement

• Features and Benefits

• Unique Selling Position

• Agreeing with the Objection

• Case Study

• Module Four: Review Questions

Module Five: Have the Client Answer Their Own Objection

• Understand the Problem

• Render It Unobjectionable

• Case Study

• Module Five: Review Questions

Module Six: Deflating Objections

• Initiate Common Objections

• Understand the Inner Workings of Objections

• Case Study

• Module Six: Review Questions

Module Seven: Unvoiced Objections

• Determine the Real Issue

• Bring Objections to Light

• Case Study

• Module Seven: Review Questions

Module Eight: The Five Steps of Dealing with Objections

• Expect Them

• Welcome Them

• Affirm Them

• Complete Answers

• Compensate Benefits

• Module Eight: Review Questions

Module Nine: Dos and Don’ts

• Dos

• Don’ts

• Module Nine: Review Questions

Module Ten: Sealing the Deal

• Understanding When to Close

• Powerful Closing Techniques

• The Power of Reassurance

• Things to Remember

• Module Ten: Review Questions

Module Eleven: Assignment Review / Wrap Up