HANDLING OBJECTIONS

E-Learning + Coaching

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HANDLING OBJECTIONS

E-Learning + Coaching

BIGGEST TAKEAWAYS... 

  • Specifically designed for skill-building best practices in Handling Objections.  

  • The newest and most well researched course material available.  

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1: INTRODUCTION

  • What is a Sales Objection? 

  • The 3 Myths about Sales Objections.

  • What Sales Objections Really Tell You?

  • What are the 5 Most Common Sales Objections?

  • What are the 7 reasons Prospects will Object to your solution?

  • How to recover from Buyer Uncertainty?

 

SESSION2: OVERCOMING COMMON SALES OBJECTIONS

  • 5 Steps for Addressing Sales Objections

  • Price-Based Objections

  • Authority-Based Objections

  • Trust-Based Objections

  • Complacency-Based Objections

  • Competitor-Based Objections

 

SESSION 3: LONG-TERM STRATEGIES

  • Avoiding Common Mistakes

  • Techniques for Handling Any Objections

  • Closing the Sale

 

SESSION 4: PRACTICE

COACHING WORKSHOPS

 

COACHING WORKSHOP 1: GETTING STARTED

  • Identify and agree on a defined coaching plan

  • Checklist of key concepts and tools to review

  • Question and Answer

 

COACHING WORKSHOP 2: COMMON OBJECTIONS

  • What are your most common objections?

  • Which objections are stopping the sale?

  • What are the main causes of the objections?

  • What are your current responses?

 

COACHING WORKSHOP 3: MANAGING OBJECTIONS

  • Planning what to say.

  • What you say and how you say it. It makes a difference!

  • How can you be more persuasive?

 

COACHING WORKSHOP 4: PRACTICE. PRACTICE. PRACTICE.

  • Video review of your objection responses.

  • Coaching the details to deliver the sale.

  • Creating a practice plan.

  • Closing more deals.

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