Overcoming Sales Objections

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Overcoming Sales Objections

Experiencing a sales objection can be a disheartening event. Through this course your participants will learn how to eliminate the objection and push through to get that sale. Even the best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit.

Overcoming Sales Objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.

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Everything you need to teach a one-day workshop for Overcoming Sales Objections:

  • Training Manuals
  • PowerPoint Slides
  • Instructor's Guide
  • Quick Reference Job Aids
  • Icebreakers, Activities,
     & Exercise Files
  • Pre-Assignments,
  • Promotional Advertorials
  • Lesson Plans with Flip Chart Notes

Also available: training video clips, editable books, audiobook workshops, e-learning, and cloud-based LMS.

Free Sample

Overcoming Sales Objections 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

                                                  Other Course Kits Available:

                                                  1. Accountability in the Workplace
                                                  2. Administrative Office Procedures
                                                  3. Administrative Support
                                                  4. Adult Learning - Mental Skills
                                                  5. Adult Learning - Physical Skills
                                                  6. Anger Management
                                                  7. Appreciative Inquiry
                                                  8. Archiving and Records Management
                                                  9. Attention Management
                                                  10. Basic Bookkeeping
                                                  11. Being a Likeable Boss
                                                  12. Body Language Basics
                                                  13. Budgets and Financial Reports
                                                  14. Building Confidence and Assertiveness
                                                  15. Business Acumen
                                                  16. Business Ethics
                                                  17. Business Etiquette
                                                  18. Business Succession Planning
                                                  19. Business Writing
                                                  20. Call Center Training
                                                  21. Change Management
                                                  22. Civility in the Workplace
                                                  23. Coaching and Mentoring
                                                  24. Coaching Salespeople
                                                  25. Collaborative Business Writing
                                                  26. Communication Strategies
                                                  27. Conducting Annual Employee Reviews
                                                  28. Conflict Resolution
                                                  29. Contact Center Training
                                                  30. Contract Management
                                                  31. Creating a Great Webinar
                                                  32. Creative Problem Solving
                                                  33. Creativity: Thinking Outside the Box
                                                  34. Crisis Management
                                                  35. Critical Thinking
                                                  36. Customer Service
                                                  37. Customer Support
                                                  38. Cyber Security
                                                  39. Delivering Constructive Criticism
                                                  40. Developing a Lunch and Learn
                                                  41. Developing Corporate Behavior
                                                  42. Developing Creativity
                                                  43. Developing Emotional Intelligence
                                                  44. Developing New Managers
                                                  45. Digital Citizenship
                                                  46. Diversity, Equity and Inclusion
                                                  47. Employee Motivation
                                                  48. Employee Onboarding
                                                  49. Employee Recruitment
                                                  50. Employee Termination Processes
                                                  51. Entrepreneurship
                                                  52. Event Planning
                                                  53. Executive and Personal Assistants
                                                  54. Facilitation Skills
                                                  55. Generation Gaps
                                                  56. Goal Setting and Getting Things Done
                                                  57. Handling a Difficult Customer
                                                  58. Health and Wellness at Work
                                                  59. High Performance Teams Inside the Company
                                                  60. High Performance Teams Remote Workforce
                                                  61. Hiring Strategies
                                                  62. Human Resource Management
                                                  63. Improving Mindfulness
                                                  64. Improving Self-Awareness
                                                  65. In Person Sales
                                                  66. Increasing Your Happiness
                                                  67. Internet Marketing Fundamentals
                                                  68. Interpersonal Skills
                                                  69. Job Search Skills
                                                  70. Knowledge Management
                                                  71. Leadership and Influence
                                                  72. Leadership Development for Women
                                                  73. Lean Six Sigma
                                                  74. Life Coaching Essentials
                                                  75. Manager Management
                                                  76. Managing Personal Finances
                                                  77. Managing Workplace Anxiety
                                                  78. Managing Workplace Harassment
                                                  79. Marketing Basics
                                                  80. Measuring Results From Training
                                                  81. Media and Public Relations
                                                  82. Meeting Management
                                                  83. Middle Manager
                                                  84. Millennial Onboarding
                                                  85. mLearning Essentials
                                                  86. Motivating Your Sales Team
                                                  87. Multi-Level Marketing
                                                  88. Negotiation Skills
                                                  89. Networking Outside the Company
                                                  90. Networking Within the Company
                                                  91. Office Health and Safety
                                                  92. Office Politics For Managers
                                                  93. Organizational Skills
                                                  94. Overcoming Sales Objections
                                                  95. Performance Management
                                                  96. Personal Branding
                                                  97. Personal Productivity
                                                  98. Presentation Skills
                                                  99. Project Management
                                                  100. Proposal Writing
                                                  101. Prospecting and Lead Generation
                                                  102. Public Speaking
                                                  103. Recognizing Employee Excellence
                                                  104. Respect in the Workplace
                                                  105. Responsibility in the Workplace
                                                  106. Risk Assessment and Management
                                                  107. Safety in the Workplace
                                                  108. Sales Fundamentals
                                                  109. Self-Leadership
                                                  110. Sensitivity Training
                                                  111. Servant Leadership
                                                  112. Social Intelligence
                                                  113. Social Learning
                                                  114. Social Media In The Workplace
                                                  115. Social Media Marketing
                                                  116. Stress Management
                                                  117. Supervising Others
                                                  118. Supply Chain Management
                                                  119. Taking Initiative
                                                  120. Talent Management
                                                  121. Team Building For Managers
                                                  122. Team Building Through Chemistry
                                                  123. Teamwork and Team Building
                                                  124. Telephone Etiquette
                                                  125. Telework And Telecommuting
                                                  126. Ten Soft Skills You Need
                                                  127. The Cloud and Business
                                                  128. Time Management
                                                  129. Top 10 Sales Secrets
                                                  130. Trade Show Staff Training
                                                  131. Train-The-Trainer
                                                  132. Trust Building and Resilience Development
                                                  133. Unconscious Bias
                                                  134. Universal Safety Practices
                                                  135. Virtual Team Building and Management
                                                  136. Work-Life Balance
                                                  137. Workplace Bullying
                                                  138. Workplace Harassment
                                                  139. Workplace Violence