Overcoming Sales Objections

Printable, customizable, training materials

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.
Overcoming Sales Objections


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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.

Overcoming Sales Objections Course 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

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