Sales Training: Overcoming Objections in Sales

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Overcoming Objections to Close the Sale
If you are like most sales professionals, you are always looking for ways to overcome customer objections and close the sale. This course will help you to work through objectives effectively. We will help you plan and prepare for objections so that you can address customer concerns, reduce the number of objections you encounter, and improve your averages at closing sales.

Specific learning objectives for participants include:
o Identify the steps you can take to build your credibility.
o Identify the objections that you encounter most frequently.
o Develop appropriate responses when prospective buyers throw you a curve.
o Learn ways to disarm objections with proven rebuttals that get the sale back on track.
o Learn how to recognise when a prospect is ready to buy.
o Identify how working with your sales team can help you succeed.

Course Overview
Students will have an opportunity to identify their personal learning objectives.

Building Credibility
This lesson will discuss ways that participants can build their credibility, including first impressions, appearance, demonstrations, and testimonials.

Your Competition
Why talk about the competition? Because sooner or later every person in sales has to be aware of the fact that others are offering similar products and services. This lesson will talk about what research to do and how to make the most of it.

Critical Communication Skills
During this session, participants will learn how to ask good questions and listen effectively – two skills that are key to handling objections.

Observation Skills
A keen ability to observe your surroundings to better understand a situation is another useful skill to have, and participants will have the opportunity to work on it during this session.

Customer Complaints
This session will look at how customer complaints and how they can actually make anyone a better salesperson.

Overcoming Objections
Once participants have some basic skills and concepts mastered, they will explore what an objection is. They will also identify the most frequently encountered objections and they will brainstorm ways to respond to them.

Handling Objections
During this lesson, participants will learn some basic ways to respond to objections, including the Identify – Validate – Resolve strategy. Participants will also learn about nine specific objection handling strategies, including the Boomerang, FFF, and Show Your Hand.

Pricing Issues
This lesson will give participants ways to address the most common objection: price.

How Can Teamwork Help Me?
Many sales people treat their team as competition. This lesson will explore how teamwork can make you a better salesperson.

Buying Signals
During this lesson, participants will learn how to know when the buyer is ready to close.

Closing the Sale
This lesson will look at several different closing techniques and the top fifteen activities that make a person successful at closing the sale.

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