Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome sales objections. With the right training, it is possible to turn objections into opportunities. Investing in sales objection training will help improve sales and the company’s bottom line.
Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:
- Understand the factors that contribute to customer objections.
- Define different objections.
- Recognize different strategies to overcome objections.
- Identify the real objections.
- Find points of interest.
- Learn how to deflate objections and close the sale.
Three Main Factors
- Skepticism
- Misunderstanding
- Stalling
- Case Study
- Assessment
Seeing Objections as Opportunities
- Translating the Objection to a Question
- Translating the Objection to a Reason to Buy
- Case Study
- Assessment
Getting to the Bottom
- Asking Appropriate Questions
- Common Objections
- Basic Strategies
- Case Study
- Assessment
Finding a Point of Agreement
- Outlining Features and Benefits
- Identifying Your Unique Selling Position
- Agreeing with the Objection to Make the Sale
- Case Study
- Assessment
Have the Client Answer Their Own Objection
- Understand the Problem
- Render It Unobjectionable
- Case Study
- Assessment
Deflating Objections
- Bring up Common Objections First
- The Inner Workings of Objections
- Case Study
- Assessment
Unvoiced Objections
- How to Dig up the “Real Reason”
- Bringing Their Objections to Light
- Case Study
- Assessment
The Five Steps
- Expect Them
- Welcome Them
- Affirm Them
- Complete Answers
- Case Study
- Assessment
Dos and Don’ts
- Dos
- Don’ts
- Case Study
- Assessment
