Overcoming Sales Objections
Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, ...
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- Curriculum
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| Module | Topics Covered |
|---|---|
| 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 | |
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Course details
Lectures
1
Level
Advanced
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