Overcoming Sales Objections
In this course participants will learn the skills and techniques to push through objections and get that sale. Even the best quality item or service can be turned down, and learning how to overcome these denials can make all the difference. Overcoming sales objections is an essential part of the sales process.
Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome sales objections.
With the right training, it is possible to turn objections into opportunities. Investing in sales objection training will help improve sales and the company’s bottom line.
Experiencing a sales objection can be a disheartening event. Through this course participants will learn how to eliminate the objection and push through to get that sale.
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.
Module One: Getting Started
Module Two: Three Main Factors
Module Two: Review Questions
Module Three: Seeing Objections as Opportunities
Translating the Objection to a Question
Translating the Objection to a Reason to Buy
Module Three: Review Questions
Module Four: Getting to the Bottom
Asking Appropriate Questions
Module Four: Review Questions
Module Five: Finding a Point of Agreement
Outlining Features and Benefits
Identifying Your Unique Selling Position
Agreeing with the Objection to Make the Sale
Module Five: Review Questions
Module Six: Have the Client Answer Their Own Objection
Understand the Problem
Render It Unobjectionable
Module Six: Review Questions
Module Seven: Deflating Objections
Bring up Common Objections First
The Inner Workings of Objections
Module Seven: Review Questions
Module Eight: Unvoiced Objections
How to Dig up the “Real Reason”
Bringing Their Objections to Light
Module Eight: Review Questions
Module Nine: The Five Steps
Module Nine: Review Questions
Module Ten: Dos and Don'ts
Module Ten: Review Questions
Module Eleven: Sealing the Deal
Understanding When It’s Time to Clos e
Powerful Closing Techniques
The Power of Reassurance
Things to Remember
Module Eleven: Review Questions
Words from the Wise