WCCF-NS 5009 Overcoming Sales Objections
The following is the course description for the Overcoming Sales Objections Course:
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.
Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly.
By the end of this workshop, participants should be able to:
- Understand the factors that contribute to customer objections.
- Define different objections.
- Recognize different strategies to overcome objections.
- Identify the real objections.
- Find points of interest.
- Learn how to deflate objections and close the sale.
Course Core Competencies:
Module 1: Three Main Factors
Topic A: Skepticism
Topic B: Misunderstanding
Topic C: Stalling
Module 2: Seeing Objections as Opportunities
Topic A: Translating the Objection to a Question
Topic B: Translating the Objection to a Reason to Buy
Module 3: Getting to the Bottom
Topic A: Asking Appropriate Questions
Topic B: Common Objections
Topic C: Basic Strategies
Module 4: Finding a Point of Agreement
Topic A: Outlining Features and Benefits
Topic B: Identifying Your Unique Selling Position
Topic C: Agreeing with the Objection to Make the Sale
Module 5: Have the Client Answer Their Own Objection
Topic A: Understand the Problem
Topic B: Render It Unobjectionable
Module 6: Deflating Objections
Topic A: Bring up Common Objections First
Topic B: The Inner Workings of Objections
Module 7: Unvoiced Objections
Topic A: How to Dig up the “Real Reason”
Topic B: Bringing Their Objections to Light
Module 8: The Five Steps
Topic A: Expect Them
Topic B: Welcome Them
Topic C: Affirm Them
Topic D: Complete Answers
Topic E: Compensating Benefits
Module 9: Do’s and Don’ts
Topic A: Do’s
Topic B: Don’ts
Module 10: Sealing the Deal
Topic A: Understanding When It’s Time to Close
Topic B: Powerful Closing Techniques
Topic C: The Power of Reassurance
Topic D: Things to Remember
- Lectures 1
- Quizzes 1
- Duration 50 hours
- Language English
- Students 789
- Certificate Yes
- Assessments Yes
WCCF-NS 5009 Overcoming Sales Objections Curriculum