Sales and Marketing

Overcoming Sales Objections

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Introduction

  1. Course Objectives

Module 1

  1. Three Main Factors
  2. Skepticism
  3. Misunderstanding
  4. Stalling
  5. Knowledge Check

Module 2

  1. Seeing Objections as Opportunities
  2. Translating the Objection to a Question
  3. Translating the Objection to a Reason to Buy
  4. Knowledge Check

Module 3

  1. Getting to the Bottom
  2. Asking Appropriate Questions
  3. Common Objections
  4. Basic Strategies
  5. Knowledge Check

Module 4

  1. Finding a Point of Agreement
  2. Outlining Features and Benefits
  3. Identifying Your Unique Selling Position
  4. Agreeing with the Objection to Make the Sale
  5. Knowledge Check

Module 5

  1. Have the Client Answer Their Own Objection
  2. Understand the Problem
  3. Render It Unobjectionable
  4. Knowledge Check

Module 6

  1. Deflating Objections
  2. Bring up Common Objections First
  3. The Inner Workings of Objections
  4. Knowledge Check

Module 7

  1. Unvoiced Objections
  2. How to Dig up the “Real Reason”
  3. Bringing Their Objections to Light
  4. Knowledge Check

Module 8

  1. The Five Steps
  2. Expect Them
  3. Welcome Them
  4. Affirm Them
  5. Complete Answers
  6. Compensating Benefits
  7. Knowledge Check

Module 9

  1. Dos and Don’ts
  2. Dos
  3. Don’ts
  4. Knowledge Check

Module 10

  1. Sealing the Deal
  2. Understanding When It’s Time to Close
  3. Powerful Closing Techniques
  4. The Power of Reassurance
  5. Things to Remember
  6. Knowledge Check

Assessment

  1. Post-Test
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Course details
Lectures 1
Level Intermediate
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