Overcoming Sales Objections
Instructor
admin - Description
- Curriculum
- Reviews
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
Assessment
- Post-Test
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Course details
Lectures
1
Level
Intermediate
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