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Conquering Sales Objections Training

Transforming No: Overcoming Objections to Nail the Sale

Available Formats

• Half Day
• One Day

Program Overview

Most sales professionals are always looking for ways to overcome customer objections and close the sale. This program is designed to help participants learn how to plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections they encounter, and improve their batting average at closing the sale.

Program Objectives

At this program's conclusion, participants should be able to:

• Identify the steps they can take to build their credibility.
• Identify the objections they encounter most frequently and develop appropriate responses when prospective buyers throw them a curve.
• Disarm objections with proven rebuttals that get the sale back on track.
• Recognize when a prospect is ready to buy.

The following outline highlights some of the course's key learning points. As part of your training program, we will modify content as needed to meet your business objectives. Upon request, we will provide you with a copy of participant materials prior to the session(s).

Course Outline

Getting Your Feet on Solid Ground: Building Credibility

This opening segment discusses ways that participants can build their credibility including making good first impressions, attending to their appearance, delivering expert demonstrations, and providing testimonials from satisfied customers.

You're not a Sole Soul: Researching Your Competition

Why talk about the competition? Because sooner or later every person in sales has to be aware of the fact that others are offering similar products and services. This part of the program talks about what research to do and how to make the most of it.

Putting One Foot in Front of the Other: Critical Communication Skills

During this part of the program, participants will learn how to ask good questions and listen effectively-two skills that are key to handling objections.

Untying the Knots: Overcoming Objections

Once participants have some basic skills and concepts mastered, they will explore what an objection is. They will also work in small groups to identify their most frequently encountered objections, and they will brainstorm ways to respond to them.

Lacing Things Up: Handling Objections

During this segment, participants will practice some basic ways to respond to objections including the Identify-Validate-Resolve strategy. They will also learn about nine specific objection-handling tactics and how to recognize when buyers are ready to close.

By the end of the program, participants should understand what objections are, why people make them, and what to do about them.

Find this course by searching for: sales training, sales training course, sales training seminar, sales training class, sales training program, onsite sales training

This outline adapted under license