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Overview
This course will help you start your journey to mastering sales objections. You will learn to identify different types of objections, strategies to overcome them, and techniques to close deals effectively.
Course Objectives
By the end of this course, you will be able to turn objections into opportunities and improve your sales performance.
Content
- Scepticism
- Misunderstanding
- Stalling
- Translating the Objection to a Question
- Translating the Objection to a Reason to Buy
- Asking Appropriate Questions
- Common Objections
- Basic Strategies
- Outlining Features and Benefits
- Identifying Your Unique Selling Position
- Agreeing with the Objection to Make the Sale
- Understand the Problem
- Render It Unobjectionable
- Bring up Common Objections First
- The Inner Workings of Objections
- How to Dig up the “Real Reason”
- Bringing Their Objections to Light
- Expect Them
- Welcome Them
- Affirm Them
- Complete Answers
- Compensating Benefits
- Dos and Don’ts
- Understanding When It’s Time to Close
- Powerful Closing Techniques
- The Power of Reassurance
- Things to Remember
- Words from the Wise
- Lessons Learned
You will learn how to
- Module One: Getting Started
- Module Two: Three Main Factors
- Module Three: Seeing Objections as Opportunities
- Module Four: Getting to the Bottom
- Module Five: Finding a Point of Agreement
- Module Six: Have the Client Answer Their Own Objection
- Module Seven: Deflating Objections
- Module Eight: Unvoiced Objections
- Module Nine: The Five Steps
- Module Ten: Dos and Don’ts
- Module Eleven: Sealing the Deal
- Module Twelve: Wrapping Up
Audience
No prior knowledge is needed. Suitable for sales professionals at all levels.
Classroom and Virtual training options
Duration
1 Day
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