Overcoming Sales Objections

Duration: 2hrs

The Overcoming Sales Objections course is meticulously designed to equip sales professionals with strategies to effectively address and navigate through objections during the sales process. The course begins by identifying three main factors that lead to sales objections: skepticism, misunderstanding, and stalling. These foundational elements set the stage for understanding the nature of objections in sales. Module Three introduces a pivotal concept, treating objections as opportunities, by teaching participants how to translate objections into questions or reasons to buy, thereby shifting the perspective towards a more positive and constructive approach.

As the course progresses, it delves into techniques for getting to the bottom of objections, including asking appropriate questions, understanding common objections, and learning basic strategies to address them. Finding a point of agreement is another crucial aspect, which involves outlining features and benefits, identifying a unique selling position, and sometimes agreeing with the objection to facilitate the sale. The course also covers innovative approaches like having the client answer their own objection and deflating objections by bringing them up first and understanding their inner workings. Additionally, it teaches how to uncover and address unvoiced objections, digging deep to find the real reasons behind them. The course provides a structured five-step approach to handling objections, encompassing anticipation, welcoming, affirmation, complete answering, and highlighting compensating benefits. It concludes with dos and don'ts in dealing with objections, effective closing techniques, the power of reassurance, and key things to remember to seal the deal. 

This course is ideal for sales professionals seeking to enhance their skills in overcoming objections and closing sales more effectively.