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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
We have over 400 expert trainers and training consultants across Australia, to ensure it is fast and easy for you to receive training that exceeds your expectations (you’ll be impressed at our speed and quality of service - test us out!).
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