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Sales Negotiation Training

sales training workshop

Transforming No: Overcoming Objections to Nail the Sale

Course Outcomes

This negotiation course for salespeople will:

  • Provide participants with a proven formula for prospecting, qualifying, and closing sales.
  • Enhance the listening and questioning skills of those who attend.
  • Provide tools for quickly identifying objections and responding to concerns.

Available Formats

  • Conference Breakout
  • Half-Day Course
  • Webinar

Course 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).

Workshop 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 portion of the course, 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 final 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 this targeted sales training program, participants should understand what objections are, why people make them, and what to do about them.This outline adapted under license

Questions This Page Answers About Sales Negotiation Training

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  • Where can I find a sales negotiation seminar?
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  • Where can I find training to overcome objections in negotiation training?