Overcoming Sales Objections
Overcoming Sales Objections is an essential part of the sales process, as it will open up a whole new set ...
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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.
Who should attend?
This course is for everybody
CURRICULUM
- Training Objectives
- Skepticism
- Misunderstanding
- Stalling
- Case Study
- Translating the Objection to a Question
- Translating the Objection to a Reason to Buy
- Case Study
- Asking Appropriate Questions
- Common Objections
- Basic Strategies
- Case Study
- Outlining Features and Benefits
- Identifying Your Unique Selling Position
- Agreeing with the Objection to Make the Sale
- Case Study
- Understand the Problem
- Render It Unobjectionable
- Case Study
- Bring up Common Objections First
- The Inner Workings of Objections
- Case Study
- How to Dig up the “Real Reason”
- Bringing Their Objections to Light
- Case Study
- Expect Them
- Welcome Them
- Affirm Them
- Complete Answers
- Compensating Benefits
- Case Study
- Dos
- Don’ts
- Case Study
- Understanding When It’s Time to Close
- Powerful Closing Techniques
- The Power of Reassurance
- Things to Remember
- Case Study
- Lessons Learned
- Completion of Action Plans and Evaluation
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Course details
Duration
6 Months
Level
Advanced
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