Course Description
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.?
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.??
Agenda
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