Description
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Overcoming Sales Objections
[/vc_column_text][vc_row_inner][vc_column_inner width=”1/2″][vc_column_text]Module One: Getting Started
- Workshop Objectives
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
[/vc_column_text][/vc_column_inner][vc_column_inner width=”1/2″][vc_column_text]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 Reasonâ€
- 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
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