Overcoming Sales Objections | The Corporate Training School

Description

Experiencing a sales objection can be a disheartening event. Through this course, you will learn how to eliminate the objection and push through to get that sale. Even the best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit.

Overcoming Sales Objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.

Course Curriculum

Introduction
- Course Objectives ..
Module 1
- Three Main Factors ..
- Skepticism ..
- Misunderstanding ..
- Stalling ..
- Knowledge Check ..
Module 2
- Seeing Objections as Opportunities ..
- Translating the Objection to a Question ..
- Translating the Objection to a Reason to Buy ..
- Knowledge Check ..
Module 3
- Getting to the Bottom ..
- Asking Appropriate Questions ..
- Common Objections ..
- Basic Strategies ..
- Knowledge Check ..
Module 4
- Finding a Point of Agreement ..
- Outlining Features and Benefits ..
- Identifying Your Unique Selling Position ..
- Agreeing with the Objection to Make the Sale ..
- Knowledge Check ..
Module 5
- Have the Client Answer Their Own Objection ..
- Understand the Problem ..
- Render It Unobjectionable ..
- Knowledge Check ..
Module 6
- Deflating Objections ..
- Bring up Common Objections First ..
- The Inner Workings of Objections ..
- Knowledge Check ..
Module 7
- Unvoiced Objections ..
- How to Dig up the “Real Reason” ..
- Bringing Their Objections to Light ..
- Knowledge Check ..
Module 8
- The Five Steps ..
- Expect Them ..
- Welcome Them ..
- Affirm Them ..
- Complete Answers ..
- Compensating Benefits ..
- Knowledge Check ..
Module 9
- Dos and Don'ts ..
- Dos ..
- Don'ts ..
- Knowledge Check ..
Module 10
- Sealing the Deal ..
- Understanding When It’s Time to Close ..
- Powerful Closing Techniques ..
- The Power of Reassurance ..
- Things to Remember ..
- Knowledge Check ..
Assessment
- Post-Test ..