Seminar Overview

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.

Module One: Getting Started

Housekeeping Items
The Parking Lot
Workshop Objectives
Action Plans and Evaluation Forms

Module Two: Three Main Factors

Skepticism
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
Review of Parking Lot
Lessons Learned
Completion of Action Plans and Evaluations

Contact us

If you have any questions in reference to this seminar, or for a free, no-obligation consultation about our corporate development products.

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