Overcoming Sales Objections
Overcoming Sales Objections
Getting a sales objection might be upsetting. Throughout this training, your participants will learn how to overcome objections and close the transaction. Even the highest quality services or commodities can be turned down, and learning how to overcome these denials will be quite beneficial.
Overcoming Sales Objections is a critical step in the sales process since it opens up a whole new set of options. It will generate new sales and establish continuous relationships with new customers. Objections will always occur, regardless of the thing being sold or presented.
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