Overcoming Sales Objections

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