Overcoming Sales Objections
Instructor
admin
- Description
- Curriculum
- Reviews
Introduction
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Course Objectives
Module 1
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Three Main Factors
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Skepticism
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Misunderstanding
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Stalling
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Knowledge Check
Module 2
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Seeing Objections as Opportunities
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Translating the Objection to a Question
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Translating the Objection to a Reason to Buy
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Knowledge Check
Module 3
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Getting to the Bottom
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Asking Appropriate Questions
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Common Objections
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Basic Strategies
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Knowledge Check
Module 4
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Finding a Point of Agreement
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Outlining Features and Benefits
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Identifying Your Unique Selling Position
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Agreeing with the Objection to Make the Sale
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Knowledge Check
Module 5
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Have the Client Answer Their Own Objection
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Understand the Problem
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Render It Unobjectionable
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Knowledge Check
Module 6
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Deflating Objections
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Bring up Common Objections First
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The Inner Workings of Objections
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Knowledge Check
Module 7
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Unvoiced Objections
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How to Dig up the “Real Reason”
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Bringing Their Objections to Light
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Knowledge Check
Module 8
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The Five Steps
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Expect Them
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Welcome Them
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Affirm Them
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Complete Answers
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Compensating Benefits
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Knowledge Check
Module 9
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Dos and Don’ts
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Dos
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Don’ts
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Knowledge Check
Module 10
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Sealing the Deal
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Understanding When It’s Time to Close
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Powerful Closing Techniques
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The Power of Reassurance
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Things to Remember
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Knowledge Check
Assessment
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Post-Test
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