Effective Objections Handling for Sales Wins

COURSE OVERVIEW

Sales professionals face a noisy, crowded, and fast-paced marketplace with distracted and risk-averse decision-makers. This course, helps you build the trust you need to capture the interest from today's buyer. It helps you understand what attributes you need to be successful, what your customer expects from you, what tools you should use, and how to establish your plan, set your goals, and do your pre-call research. The trainer's main aim is to walk you through the specific techniques of the sale, including overcoming objections and closing the sale.

TRAINING OBJECTIVES

• Understand what a sales objection is.
• Learn how overcoming objections can strengthen a relationship.
• Understand when and why prospects raise objections.
• Delegates will learn a tried and tested formula for handling objections and some very reliable and durable closing techniques.
• There will be ample opportunity to practice both skill-sets and the in-the-moment feedback about how the salesperson is impacting the prospective client/buyers.

LEARNING OUTCOMES

At the end of this course, participants will be able to:

• Identify the steps you can take to build your credibility.
• Identify the objections that you encounter most frequently.
• Develop appropriate responses when prospective buyers throw you a curve.
• Learn ways to disarm objections with proven rebuttals that get the sale back on track.
• Learn how to recognize when a prospect is ready to buy.
• Identify how working with your sales team can help you succeed.

MODULE 1 
Getting Started

• Pre-Assignment Review
• Action Plans and Evaluation

MODULE 2
Three Main Factors

• Skepticism
• Misunderstanding
• Stalling

 MODULE 3 
Seeing Objections as Opportunities

• Translating the Objection to a Question
• Translating the Objection to a Reason to Buy
• Case Study

MODULE 4 
Getting to the Bottom

• Asking Appropriate Questions
• Common Objections
• Basic Strategies
• Case Study

MODULE 5 
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 6
Have the Client Answer Their Own Objection

• Understand the Problem
• Render It Unobjectionable
• Case Study

MODULE 7 
Deflating Objections

• Bring up Common Objections First
• The Inner Workings of Objections
• Case Study

MODULE 8
Unvoiced Objections

• How to Dig up the “Real Reason”
• Bringing Their Objections to Light
• Case Study

MODULE 9 
The Five Steps

• Expect Them
• Welcome Them
• Affirm Them
• Complete Answers
• Compensating

MODULE 10 
Do's and Don'ts

• Do's
• Don’ts

MODULE 11 
Sealing the Deal

• Understanding When It’s Time to Close
• Powerful Closing Techniques
• The Power of Reassurance
• Things to Remember