ELEV-MW 015: Overcoming Sales Objections

The following is the course description for the Overcoming Sales Objections Course:

Experiencing a sales objection can be a disheartening event. Through this course, your participants will learn how to eliminate the objection and push through to get that sale. Even the best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit.  Overcoming Sales Objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.  

Course Objectives:  

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly.    

You Will:

By the end of this workshop, participants 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.   

 

Target Student: 

Course Core Competencies:  

Module 1: Three Main Factors  

Topic A: Skepticism  

Topic B: Misunderstanding  

Topic C: Stalling  

Module 2: Seeing Objections as Opportunities  

Topic A: Translating the Objection to a Question  

Topic B: Translating the Objection to a Reason to Buy  

Module 3: Getting to the Bottom  

Topic A: Asking Appropriate Questions  

Topic B: Common Objections  

Topic C: Basic Strategies

Module 4: Finding a Point of Agreement

Topic A: Outlining Features and Benefits

Topic B: Identifying Your Unique Selling Position

Topic C: Agreeing with the Objection to Make the Sale

Module 5: Have the Client Answer Their Own Objection

Topic A: Understand the Problem

Topic B: Render It Unobjectionable

Module 6: Deflating Objections

Topic A: Bring up Common Objections First

Topic B: The Inner Workings of Objections

Module 7: Unvoiced Objections

Topic A: How to Dig up the “Real Reason”

Topic B: Bringing Their Objections to Light

Module 8: The Five Steps

Topic A: Expect Them

Topic B: Welcome Them

Topic C: Affirm Them

Topic D: Complete Answers

Topic E: Compensating Benefits

Module 9: Do’s and Don’ts

Topic A: Do’s

Topic B: Don’ts

Module 10: Sealing the Deal

Topic A: Understanding When It’s Time to Close

Topic B: Powerful Closing Techniques

Topic C: The Power of Reassurance

Topic D: Things to Remember