HANDLING OBJECTIONS
E-Learning + Coaching
DOWNLOAD THE WORKSHOP PLANNER
BIGGEST TAKEAWAYS...
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Specifically designed for skill-building best practices in Handling Objections.
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The newest and most well researched course material available.
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Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming.
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Performance based quizzes and exams to knowledge check sales best practices.
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Live Online Coaching to reinforce, practice and integrate acquired skills.
PARTICIPANT PROFILE
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B to B Sales Professionals
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Territory Account Managers, Key Account Managers and New Business Development Reps.
E-LEARNING COURSE
SESSION 1: INTRODUCTION
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What is a Sales Objection?
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The 3 Myths about Sales Objections.
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What Sales Objections Really Tell You?
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What are the 5 Most Common Sales Objections?
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What are the 7 reasons Prospects will Object to your solution?
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How to recover from Buyer Uncertainty?
SESSION2: OVERCOMING COMMON SALES OBJECTIONS
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5 Steps for Addressing Sales Objections
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Price-Based Objections
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Authority-Based Objections
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Trust-Based Objections
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Complacency-Based Objections
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Competitor-Based Objections
SESSION 3: LONG-TERM STRATEGIES
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Avoiding Common Mistakes
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Techniques for Handling Any Objections
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Closing the Sale
SESSION 4: PRACTICE
COACHING WORKSHOPS
COACHING WORKSHOP 1: GETTING STARTED
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Identify and agree on a defined coaching plan
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Checklist of key concepts and tools to review
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Question and Answer
COACHING WORKSHOP 2: COMMON OBJECTIONS
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What are your most common objections?
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Which objections are stopping the sale?
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What are the main causes of the objections?
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What are your current responses?
COACHING WORKSHOP 3: MANAGING OBJECTIONS
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Planning what to say.
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What you say and how you say it. It makes a difference!
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How can you be more persuasive?
COACHING WORKSHOP 4: PRACTICE. PRACTICE. PRACTICE.
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Video review of your objection responses.
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Coaching the details to deliver the sale.
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Creating a practice plan.
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Closing more deals.