Overcoming Sales Objections

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 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

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