Overcome sales objections for business successIn-House Business Training

 

 

 

Overcome Sales Objections Training

Learn how to overcome sales objections for business success.

 

Objectives: 

  • Understand objections and relevance
  • Identify opportunities and strategies to turn sale around
  • Exploring and firming your USP
  • Transforming objections
  • Steps to master overcoming objections
  • How to close and seal the deal

 

Course Outline:

Three Main Factors
  • Skepticism
  • Misunderstanding
  • Stalling
  • Review Questions
Seeing Sales Objections as Opportunities
  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy
  • Case Study
  • Module Three: Review Questions
Learn to Sell - Getting to the Bottom
  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study
  • Review Questions
Finding a Point of Agreement to Make the Sale
  • Outlining Features and Benefits
  • Identifying Your Unique Selling Position
  • Agreeing with the Objection to Make the Sale
  • Case Study
  • Review Questions
Have the Client Answer Their Own Objection
  • Understand the Problem
  • Render It Unobjectionable
  • Case Study
  • Review Questions
Deflating Objections
  • Bring up Common Objections First
  • The Inner Workings of Objections
  • Case Study
  • Module Seven: Review Questions
Unvoiced Objections
  • How to Dig up the “Real Reason”
  • Bringing Their Objections to Light
  • Case Study
  • Review Questions
The Five Steps For Success At Selling
  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Compensating Benefits
  • Review Questions
Dos and Don'ts
  • Dos
  • Don'ts
  • Review Questions
Sealing the Deal
  • Understanding When It's Time to Close
  • Powerful Closing Techniques
  • The Power of Reassurance
  • Things to Remember
  • Review Questions
 

 

In-House Training includes:

  • Consultations with HR or business manager to understand your training needs
  • Pre-course contact with all participants to understand their current situation and what they personally want to achieve from the training.
  • Overcoming Sales Objections Workbook and Manual - loaded resources & information
  • Practical, action-packed training - friendly, supportive, positive
  • Video feedback and personal coaching
  • Certificate of Achievement - upon completing full training course
  • Feedback from participants – to help you understand the impact of the course and the action plans they commit to moving forward.
Optional extras:

Pre-course Webinar to prepare the participants; Discuss their goals; Set their intention for the training.

Post-course Webinar to follow-up on the training and make sure improvements are being actioned; Ensure they achieve their goals; Give management a chance to recognise their achievements.

 

 

Request a proposal for In-House Training Request an In-House Training Program for Your Company

We offer you innovative, tailored training programs to suit your business needs and will conduct the training at your premises or preferred location.

Contact us via phone: 0401 059 934 or email: training@artofcommunicating.com.au

Advise us of your training requirements, number of participants, location, and training time.

We will then quickly send a proposal to you for your consideration. Thank you.

C. A. Burke
Training Director
Art of Communicating