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