Overcoming Sales Objections: Strategies for Closing More Deals

COURSE OVERVIEW

 

COURSE OUTLINE

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