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How to Handle Objections: Getting Customers to Say, "Yes!"

Every salesperson will encounter hesitation from customers. What separates the good and the great salespeople is knowing how to handle ... Show more
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Introduction

  1. Introduction to Handling Sales Objections
  2. Common Misconceptions About Sales Objections
  3. How to Address Sales Objections

Common Sales Objections

  1. Recognizing Sales Objections
  2. Objection 1: Price
  3. Objection 2: Authority
  4. Objection 3: Trust
  5. Objection 4: Complacency
  6. Objection 5: Competitor
  7. Knowledge Check

Techniques for handling objections

  1. Overcoming Objections
  2. Technique 1: Curiosity
  3. Technique 2: Conditional Close
  4. Technique 3: Reframing
  5. Technique 4: The Boomerang
  6. Technique 5: Show Empathy
  7. Knowledge Check

Common Mistakes When Handling Sales

  1. Handling Sales Objections Is Hard
  2. Mistake 1: Failing to Listen
  3. Mistake 2: Failing to Communicate Value
  4. Mistake 3: Coming Across the Wrong Way
  5. Mistake 4: Avoiding or Dismissing Objections
  6. Knowledge Check

Quiz

  1. Putting It to the Test
  2. Summary
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Course details
Lectures 1
Level Intermediate

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