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Overcoming Objections Sales Training Course

PD Training

Friday, 20 December 2019 from 9:00 am to 4:30 pm (ACDT)

Overcoming Objections Sales Training Course

Ticket Information

Ticket Type Sales End Price * Fee Quantity
Course Ended $726.00 $16.51
* Prices include GST

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Event Details

It is essential for sales professionals to skillfully overcome objections and manage difficult situations effectively to get the sale across the line.

The PD Training Overcoming Objections Sales Training Course provides precise training in handling objections, which include techniques to deflate objections, identifying unvoiced objections, finding common ground, and uncovering the root causes of objections. This training course teaches you how to turn sales objections into opportunities.

This practical and engaging training course is available now throughout Australia, including Brisbane, Sydney, Melbourne, Adelaide, Parramatta, Canberra and Perth.


Learning Outcomes

  • Understand the factors contributing to customer objections
  • Define the different objections
  • Learn how to overcome objections with a set of specific strategies
  • Practise the different strategies for overcoming objections
  • Learn how to dig up the "real reason" behind objections
  • Learn effective techniques for deflating objections & closing the sale
  • Gain the confidence to handle objections and sell more


Course Outline

Overcoming Objections Sales Training Course - Lesson 1 
Getting Started 
  • Pre-Assignment Review
  • Action Plans and Evaluation
Overcoming Objections Sales Training Course - Lesson 2 
Three Main Factors 
  • Skepticism
  • Misunderstanding
  • Stalling
Overcoming Objections Sales Training Course - Lesson 3 
Seeing Objections as Opportunities 
  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy
  • Case Study
Overcoming Objections Sales Training Course - Lesson 4 
Getting to the Bottom 
  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study
Overcoming Objections Sales Training Course - Lesson 5 
Finding a Point of Agreement 
  • Outlining Features and Benefits
  • Identifying Your Unique Selling Position
  • Agreeing with the Objection to Make the Sale
  • Case Study
Overcoming Objections Sales Training Course - Lesson 6 
Have the Client Answer Their Own Objection 
  • Understand the Problem
  • Render It Unobjectionable
  • Case Study
Overcoming Objections Sales Training Course - Lesson 7 
Deflating Objections 
  • Bring up Common Objections First
  • The Inner Workings of Objections
  • Case Study
Overcoming Objections Sales Training Course - Lesson 8 
Unvoiced Objections 
  • How to Dig up the “Real Reason”
  • Bringing Their Objections to Light
  • Case Study
Overcoming Objections Sales Training Course - Lesson 9 
The Five Steps 
  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Compensating
Overcoming Objections Sales Training Course - Lesson 10 
Do's and Don'ts 
  • Do's
  • Don’ts
Overcoming Objections Sales Training Course - Lesson 11 
Sealing the Deal 
  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • The Power of Reassurance
  • Things to Remember
Overcoming Objections Sales Training Course - Lesson 12 
Wrapping Up 
  • Words from the Wise
  • Lessons Learned
Have questions about Overcoming Objections Sales Training Course? Contact PD Training

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When & Where


PD Training
19 Young Street
Adelaide, SA 5000
Australia

Friday, 20 December 2019 from 9:00 am to 4:30 pm (ACDT)


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PD Training

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Courses Specialties:

Business Communications
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Sales Training
Lean Six Sigma
Business Administration

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