Overcoming Sales Objections
Overcoming Sales Objections
Power Skills | Sales & Marketing
About This Course
Through this course, you 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 One: Getting Started Module Two: Three Main Factors Skepticism Misunderstanding Stalling Module Three: Seeing Objections as Opportunities Translating the Objection to a Question Translating the Objection to a Reason to Buy Module Four: Getting to the Bottom Asking Appropriate Questions Common Objections Basic Strategies Module Five: Finding a Point of Agreement Outlining Features and Benefits Identifying Your Unique Selling Position Agreeing with the Objection to Make the Sale Module Six: Have the Client Answer Their Objection Understand the Problem Render It Unobjectionable Module Seven: Deflating Objections Bring up Common Objections First The Inner Workings of Objections Module Eight: Unvoiced Objections How to Dig up the “Real Reason” Bringing Their Objections to Light Module Nine: The Five Steps Expect Them Welcome Them Affirm Them Complete Answers Compensating Benefits Module Ten: Dos and Don'ts Dos Don’ts Module Eleven: Sealing the Deal Understanding When It’s Time to Close Powerful Closing Techniques The Power of Reassurance Things to Remember Module Twelve: Wrapping Up Duration: 1-2 day in-house workshop with an expert trainer, dependent on your needs (in-person or online)
Policies
Quotations: Quotes are valid for 30 days only. Payments: Payments are due within 30 days from the invoice date if you have an approved account with ht+a, alternately according to any written agreement between ht+a and the Customer, failing which payment is due immediately upon receipt of the invoice. Confirmation: Delegate placements on public courses or scheduling of in-house courses will only be confirmed once payment, an approved purchase order or a signed quotation/agreement is received. All Events: It is the customer's responsibility to ensure they have a stable and active internet connection with suitable equipment (computer or smartphone) to join video calls (where applicable) and access course materials and tests. ht+a's sustainability policy includes not providing printed course materials, including for in-person events, however, customers may choose to print their course materials if desired. In-Person Public Events: The course fee includes the event venue, coffee, refreshments, and lunch. It does not include hotel rooms or travel expenses. ht+a will share the discounted group rate for hotel accommodation with you when available and recommends booking between 2 and 3 weeks prior to each event for rates and flexibility. ht+a is not liable for travel expense losses due to cancellation by either party, weather, flight delays, or other unforeseen circumstances. In-Person In-House Events: Pricing assumes the training will take place at the client's location and ht+a will not provide any catering. The Client will ensure that the training room will be equipped with all necessary tools including flip charts, markers, video projectors/screens, and appropriate furnishings. Publications: The price for certain courses includes the official VDA QMC publication and shipping thereof. Please note that additional local customs or delivery fees are for the customer's account and ht+a will not be responsible for these fees. Certificates: Certificates for VDA QMC courses will only be issued once full payment is received. Certificates for ht+a courses will be automatically issued upon completion of course requirements.