Overcoming Sales Objections

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