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Overcoming Sales Objections
Individual Licence (EUR 40)
€40.00
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Overcoming Sales Objections
€40.00
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Choose 5 or 10 licences to purchase access for multiple learners at a reduced per-person rate. After purchase, eBSI will contact you to confirm the learner details and arrange course access for each participant.
Develop practical knowledge and confidence in Overcoming Sales Objections.
Experiencing a sales objection can be a disheartening event. 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...
Why this course matters
This course turns the subject into practical, structured learning you can apply in real business and workplace situations. It is designed to help you move beyond definitions and understand how the ideas, tools and decisions covered in the course fit together.
What you will gain
- Understand the core principles and practical approaches covered in Overcoming Sales Objections.
- Recognise situations where those approaches can improve workplace decisions or performance.
- Apply the course ideas more confidently in day-to-day professional situations.
Who is this course for?
This course is suitable for digital marketers, SME owners, entrepreneurs, sales and marketing professionals and anyone responsible for online business growth.
Course at a glance
- Format: self-paced online learning.
- Professional development: CPD course.
Experiencing a sales objection can be a disheartening event. 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.
Completing this course will confer 2 CPD Credits towards internationally recognised Continuous Professional Development Requirements within organisations operating this kind of staff development methodology.
Course Outline
Module One: Getting Started
Module Two: Three Main Factors
- Skepticism
- Misunderstanding
- Stalling
- Review Questions
Module Three: Seeing Objections as Opportunities
- Translating the Objection to a Question
- Translating the Objection to a Reason to Buy
- Case Study
- Review Questions
Module Four: Getting to the Bottom
- Asking Appropriate Questions
- Common Objections
- Basic Strategies
- Case Study
- Review Questions
Module Five: 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 Six: Have the Client Answer Their Own Objection
- Understand the Problem
- Render It Unobjectionable
- Case Study
- Review Questions
Module Seven: Deflating Objections
- Bring up Common Objections First
- The Inner Workings of Objections
- Case Study
- Review Questions
Module Eight: Unvoiced Objections
- How to Dig up the 'Real Reason'
- Bringing Their Objections to Light
- Case Study
- Review Questions
Module Nine: The Five Steps
- Expect Them
- Welcome Them
- Affirm Them
- Complete Answers
- Compensating Benefits
- Review Questions
Module Ten: Dos and Don"ts
- Do's
- Don'ts
- Review Questions
Module Eleven: Sealing the Deal
- Understanding When It's Time to Close
- Powerful Closing Techniques
- The Power of Reassurance
- Things to Remember
- Review Questions
Continue your learning
Part of this learning pathway: Sales & Marketing
Learners also take: In Person Sales
Course pathway: eBSI SME Academy > Sales & Marketing > Overcoming Sales Objections
Explore more Sales & Marketing training or return to the eBSI SME Academy.