Overcoming Sales Objections

Module One: Getting Started
Course Objectives
Action Plans and Evaluation Forms
 
Module Two: Three Main Factors
Scepticism
Misunderstanding
Stalling
Module Two: Review Questions
 
Module Three: Seeing Objections as Opportunities
Translating the Objection to a Question
Translating the Objection to a Reason to Buy
Case Study
Module Three: Review Questions
 
Module Four: Getting to the Bottom
Asking Appropriate Questions
Common Objections
Basic Strategies
Case Study
Module Four: Review Questions
 
Module Five: Finding a Point of Agreement
Outlining Features and Benefits
Identifying Your Unique Selling Position
Agreeing with the Objection to Make the Sale
Case Study
Module Five: Review Questions
 
Module Six: Have the Client Answer Their Own Objection
Understand the Problem
Render It Unobjectionable
Case Study
Module Six: Review Questions
 
Module Seven: Deflating Objections
Bring up Common Objections First
The Inner Workings of Objections
Case Study
Module Seven: Review Questions
 
Module Eight: Unvoiced Objections
How to Dig up the "Real Reason"
Bringing Their Objections to Light
Case Study
Module Eight: Review Questions
 
Module Nine: The Five Steps
Expect Them
Welcome Them
Affirm Them
Complete Answers
Compensating Benefits
Module Nine: Review Questions
 
Module Ten: Dos and Don'ts
Dos
Don'ts
Module Ten: Review Questions
 
Module Eleven: Sealing the Deal
Understanding When It's Time to Close
Powerful Closing Techniques
The Power of Reassurance
Things to Remember
Module Eleven: Review Questions
 
Module Twelve: Wrapping Up
Words from the Wise
Lessons Learned