Overcoming Sales Objections

Experiencing a sales objection can be a disheartening event. Through this course your participants will learn how to eliminate the objection and push through to get that sale. Even the best quality services   or items can be turned down, and learning how to overcome these denials will be of great benefit.

Overcoming Sales Objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.

Module 1: Getting Started

• Housekeeping Items
• Workshop Objectives
• Action Plans and Evaluation Forms

Module 2: Three Main Factors

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

Module 3: Seeing Objections as Opportunities

• Translating the Objection to a Question
• Translating the Objection to a Reason to Buy
• Case Study

Module 4: Getting to the Bottom

• Asking Appropriate Questions
• Common Objections
• Basic Strategies
• Case Study

Module 5: 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 6: Have the Client Answer Their Own Objection

• Understand the Problem
• Render It Unobjectionable
• Case Study

Module 7: Deflating Objections

• Bring up Common Objections First
• The Inner Workings of Objections
• Case Study

Module 8: Unvoiced Objections

• How to Dig up the “Real Reason”
• Bringing Their Objections to Light
• Case Study

Module 9: The Five Steps

• Expect Them
• Welcome Them
• Affirm Them
• Complete Answers
• Compensating Benefits

Module 10: Dos and Don'ts

• Dos
• Don'ts

Module 11: Sealing the Deal

• Understanding When It's Time to Close
• Powerful Closing Techniques
• The Power of Reassurance
• Things to Remember

Module 12: Wrapping Up

• Words from the Wise
• Lessons Learned
• Completion of Action Plans and Evaluations