Overcoming Objections to Nail the Sale

COURSE OUTLINE:

Description In this session, we will discuss ways that participants can build credibility including first impressions, appearance, demonstrations, and testimonials. We will then discuss how to handle the competition related to offering similar products and services. Students will learn how to ask good questions, listen effectively, and how to handle objections. They will learn to be aware of surroundings to better understand specific circumstances and situations. The class will also explore how to deal with customer complaints and how these experiences can actually make anyone a better salesperson. Students will learn how to address pricing, teamwork buying signals, and closing a sale.

Learning Objectives
- Identify the steps you can take to build your credibility.
- Identify the objections that you encounter most frequently.
- Develop appropriate responses when prospective buyers throw you a curve.
- Learn ways to disarm objections with proven rebuttals that get the sale back on track.
- Learn how to recognize when a prospect is ready to buy.
- Understand how working with your sales team can help you succeed.

Course Content


INTRODUCTION AND COURSE OVERVIEW

BUILDING CREDIBILITY

YOUR COMPETITION

CRITICAL COMMUNICATION SKILLS

OBSERVATION SKILLS

CUSTOMER COMPLAINTS

OVERCOMING OBJECTIONS

HANDLING PRICE ISSUES HANDLING PRICING ISSUES

HOW CAN TEAMWORK HELP ME?

BUYING SIGNALS

CLOSING THE SALE

WORKSHOP WRAP-UP