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,
    Pre-/Post-Assessments
  • Promotional Advertorials
  • Lesson Plans with Flip Chart Notes


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

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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

                                                  Administrative Skills

                                                  1. Administrative Office Procedures
                                                  2. Administrative Support
                                                  3. Archiving and Records Management
                                                  4. Basic Bookkeeping
                                                  5. Business Writing
                                                  6. Collaborative Business Writing
                                                  7. Executive and Personal Assistants
                                                  8. Meeting Management
                                                  9. Organizational Skills
                                                  10. Social Media In The Workplace
                                                  11. Supply Chain Management

                                                  Career Development

                                                  1. Assertiveness And Self-Confidence
                                                  2. Communication Strategies
                                                  3. Creative Problem Solving
                                                  4. Developing Creativity
                                                  5. Digital Citizenship
                                                  6. Entrepreneurship
                                                  7. Interpersonal Skills
                                                  8. mLearning Essentials
                                                  9. Negotiation Skills
                                                  10. Personal Branding
                                                  11. Project Management
                                                  12. Telework And Telecommuting
                                                  13. Ten Soft Skills You Need
                                                  14. The Cloud and Business
                                                  15. Time Management
                                                  16. Women in Leadership

                                                  Human Resources

                                                  1. Business Succession Planning
                                                  2. Contract Management
                                                  3. Crisis Management
                                                  4. Developing a Lunch and Learn
                                                  5. Diversity and Inclusion
                                                  6. Employee Onboarding
                                                  7. Employee Recruitment
                                                  8. Employee Termination Processes
                                                  9. Generation Gaps
                                                  10. Health and Wellness at Work
                                                  11. Hiring Strategies
                                                  12. Human Resource Management
                                                  13. Managing Workplace Harassment
                                                  14. Measuring Results From Training
                                                  15. Millennial Onboarding
                                                  16. Office Health And Safety
                                                  17. Talent Management
                                                  18. Train-The-Trainer
                                                  19. Universal Safety Practices
                                                  20. Workplace Diversity
                                                  21. Workplace Harassment
                                                  22. Workplace Violence

                                                  Personal Development

                                                  1. Adult Learning - Mental Skills
                                                  2. Adult Learning - Physical Skills
                                                  3. Anger Management
                                                  4. Attention Management
                                                  5. Being A Likeable Boss
                                                  6. Critical Thinking
                                                  7. Emotional Intelligence
                                                  8. Goal Setting and Getting Things Done
                                                  9. Improving Mindfulness
                                                  10. Improving Self-Awareness
                                                  11. Increasing Your Happiness
                                                  12. Job Search Skills
                                                  13. Life Coaching Essentials
                                                  14. Managing Personal Finances
                                                  15. Managing Workplace Anxiety
                                                  16. Personal Productivity
                                                  17. Public Speaking
                                                  18. Social Intelligence
                                                  19. Social Learning
                                                  20. Stress Management
                                                  21. Taking Initiative
                                                  22. Work-Life Balance

                                                  Sales And Marketing

                                                  1. Body Language Basics
                                                  2. Call Center Training
                                                  3. Coaching Salespeople
                                                  4. Contact Center Training
                                                  5. Creating a Great Webinar
                                                  6. Employee Recognition
                                                  7. Event Planning
                                                  8. High Performance Teams Inside the Company
                                                  9. High Performance Teams Remote Workforce
                                                  10. In Person Sales
                                                  11. Internet Marketing Fundamentals
                                                  12. Marketing Basics
                                                  13. Media And Public Relations
                                                  14. Motivating Your Sales Team
                                                  15. Multi-Level Marketing
                                                  16. Overcoming Sales Objections
                                                  17. Presentation Skills
                                                  18. Proposal Writing
                                                  19. Prospecting and Lead Generation
                                                  20. Sales Fundamentals
                                                  21. Servant Leadership
                                                  22. Social Media Marketing
                                                  23. Telephone Etiquette
                                                  24. Top 10 Sales Secrets
                                                  25. Trade Show Staff Training

                                                  Supervisors And Managers

                                                  1. Budgets And Financial Reports
                                                  2. Coaching And Mentoring
                                                  3. Conducting Annual Employee Reviews
                                                  4. Developing New Managers
                                                  5. Employee Motivation
                                                  6. Facilitation Skills
                                                  7. Knowledge Management
                                                  8. Leadership And Influence
                                                  9. Lean Process And Six Sigma
                                                  10. Manager Management
                                                  11. Middle Manager
                                                  12. Office Politics For Managers
                                                  13. Performance Management
                                                  14. Self-Leadership
                                                  15. Supervising Others
                                                  16. Team Building Through Chemistry
                                                  17. Virtual Team Building And Management

                                                  Workplace Essentials

                                                  1. Appreciative Inquiry
                                                  2. Business Acumen
                                                  3. Business Ethics
                                                  4. Business Etiquette
                                                  5. Change Management
                                                  6. Civility In The Workplace
                                                  7. Conflict Resolution
                                                  8. Customer Service
                                                  9. Customer Support
                                                  10. Cyber Security
                                                  11. Delivering Constructive Criticism
                                                  12. Developing Corporate Behavior
                                                  13. Handling a Difficult Customer
                                                  14. Networking Outside the Company
                                                  15. Networking Within the Company
                                                  16. Risk Assessment and Management
                                                  17. Safety In The Workplace
                                                  18. Team Building For Managers
                                                  19. Teamwork And Team Building

                                                  Microsoft Office Specialist (MOS)

                                                  1. Access 2016 Essentials
                                                  2. Excel 2016 Essentials
                                                  3. Outlook 2016 Essentials
                                                  4. PowerPoint 2016 Essentials
                                                  5. Word 2016 Essentials
                                                  6. Excel 2016 Expert
                                                  7. Word 2016 Expert