Overcoming Sales Objections 

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.



Module 1

Getting Started
Housekeeping Items
The Parking Lot
Workshop Objectives
Action Plans and Evaluation Forms


Module 2

Three Main Factors
Review Questions


Module 3

Seeing Objections as Opportunities
Translating the Objection to a Question
Translating the Objection to a Reason to Buy
Case Study
Review Questions


Module 4

Getting to the Bottom
Asking Appropriate Questions
Common Objections
Basic Strategies
Case Study
Review Questions


Module 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
Review Questions


Module 6

Have the Client Answer Their Own Objection
Understand the Problem
Render It Unobjectionable
Case Study
Review Questions


Module 7 

Deflating Objections
Bring up Common Objections First
The Inner Workings of Objections
Case Study
Review Questions


Module 8

Unvoiced Objections
How to Dig up the “Real Reason”
Bringing Their Objections to Light
Case Study
Review Questions


Module 9

The Five Steps
Expect Them
Welcome Them
Affirm Them
Complete Answers
Compensating Benefits
Review Questions


Module 10

Dos and Don'ts
Review Questions


Module 11

Sealing the Deal
Understanding When It’s Time to Close
Powerful Closing Techniques
The Power of Reassurance
Things to Remember
Review Questions


Module 12

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

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