Overcoming Sales Objections

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Course Description

Experiencing sales objections can be challenging, but it’s a natural part of the sales process. This course equips you with the tools to address and overcome objections, helping you turn potential rejections into successful outcomes. Even the highest-quality products or services can face resistance, making the ability to navigate objections a critical skill.

Overcoming Sales Objections teaches you how to transform challenges into opportunities. By mastering this skill, you can close more deals, build stronger client relationships, and unlock new possibilities for long-term success in sales.

8+

Hours

50

Lectures

$60

Price

WHAT TO EXPECT

Learning 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

Module One: Three Main Factors

  • Skepticism
  • Misunderstanding
  • Stalling
  • Module One: Review Questions

Module Two: Seeing Objections as Opportunities

  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy
  • Case Study
  • Module Two: Review Questions

Module Three: Getting to the Bottom

  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study
  • Module Three: Review Questions

Module Four: Finding a Point of Agreement

  • Outlining Features and Benefits
  • Identifying Your Unique Selling Position
  • Agreeing with the Objection to Make the Sale
  • 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

  • Bring up Common Objections First
  • The Inner Workings of Objections
  • Case Study
  • Module Six: Review Questions

Module Seven: Unvoiced Objections

  • How to Dig up the "Real Reason"
  • Bringing Their Objections to Light
  • Case Study
  • Module Seven: Review Questions

Module Eight: The Five Steps

  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Compensating 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 It's Time to Close
  • Powerful Closing Techniques
  • The Power of Reassurance
  • Things to Remember
  • Module Ten: Review Questions

Assessment