C094 — Overcoming Sales Objections

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

odule Twelve: Wrapping Up
• Words from the Wise
• Review of Parking Lot
• Lessons Learned
• Completion of Action Plans and Evaluations