Overcoming Sales Objections


Workshop Objectives
 By the end of this workshop, participants should be able to:
- Understand the factors that contribute to customer objections.
- Define different objections.
- Recognize different strategies to overcome objections.
- Identify the real objections.
- Find points of interest.
- Learn how to deflate objections and close the sale.


Pre-Assignment Review
 The purpose of the Pre-Assignment is to get you thinking about the overcoming sales objection process.
As a pre-assignment, think about what you consider the characteristics of a successful negotiator. 

Target audience:
All Sales Professional


Course Outline

Module 1: Three Main Factors
Skepticism
Misunderstanding
Stalling

Module 2: Seeing Objections as Opportunities
Translating the Objection to a Question
Translating the Objection to a Reason to Buy
Case Study

Module 3: Getting to the Bottom
Asking Appropriate Questions
Common Objections
Basic Strategies
Case Study

Module 4: Finding a Point of Agreement
Outlining Features and Benefits
Identifying Your Unique Selling Position
Agreeing with the Objections to Make the Sale
Case Study

Module 5: Have the Client Answer Their Own Objections
Understanding the Problem
Render it Unobjectionable

Module 6: Deflating Objections
Bring Up Common Objections First
The Inner Workings of Objections

 

Module 7: Unvoiced Objections
How to Dig up the “Real Reason”
Bringing Their Objections to Light
 

Module 8: The Five Steps
Expect Them
Welcome Them
Affirm Them
Complete Answers
Compensating Benefits

Module 9: Dos and Don’ts
Dos
Don’ts
Case Study

Module 10: Sealing The Deals
Understanding When It’s Time to Close
Powerful Closing Techniques
The Power of Reassurance
Things to Remember

Module 11: Wrapping Up
Lessons Learned
Completion of Action Plans and Evaluations

Live Workshop: 2 Days (Recommended) or 1Day (Compact)

2 Days (Recommended)

8 pax & above = SGD316/pax

4-7 pax = SGD456/pax

1 Day Compact Workshop

8 pax & above = SGD158/pax

4-7 pax = SGD228/pax

Virtual Classroom:

Full Length: 8 Hours X 2 Days/ 3 Hours X 5 Days + One Hour of Self Directed Work. ($2250 Nett) 

(Max 15 participants)

Compact:    8 Hours X 1 Day/  2.5 Hours X 3 Days + One Hour of Self Directed Work. ($1250 Nett)

(Max 15 participants)

Power Compact: 3 Hours Session / $450 Per session (Max 15 participants)