Overcoming Objections Sales Training Course, Brisbane, Tuesday, 06. August 2019

It is essential for sales professionals to skillfully overcome objections and manage difficult situations effectively to get the sale across the line.
The PD Training Overcoming Objections Sales Training Course provides precise training in handling objections, which include techniques to deflate objections, identifying unvoiced objections, finding common ground, and uncovering the root causes of objections. This training course teaches you how to turn sales objections into opportunities.
This practical and engaging training course is available now throughout Australia, including Brisbane, Sydney, Melbourne, Adelaide, Parramatta, Canberra and Perth.
Learning Outcomes



Understand the factors contributing to customer objections
Define the different objections
Learn how to overcome objections with a set of specific strategies
Practise the different strategies for overcoming objections
Learn how to dig up the "real reason" behind objections
Learn effective techniques for deflating objections & closing the sale
Gain the confidence to handle objections and sell more


Course Outline



Overcoming Objections Sales Training Course - Lesson 1 Getting Started 

Pre-Assignment Review
Action Plans and Evaluation


Overcoming Objections Sales Training Course - Lesson 2 Three Main Factors 

Skepticism
Misunderstanding
Stalling




Overcoming Objections Sales Training Course - Lesson 3 Seeing Objections as Opportunities 

Translating the Objection to a Question
Translating the Objection to a Reason to Buy
Case Study


Overcoming Objections Sales Training Course - Lesson 4 Getting to the Bottom 

Asking Appropriate Questions
Common Objections
Basic Strategies
Case Study




Overcoming Objections Sales Training Course - Lesson 5 Finding a Point of Agreement 

Outlining Features and Benefits
Identifying Your Unique Selling Position
Agreeing with the Objection to Make the Sale
Case Study


Overcoming Objections Sales Training Course - Lesson 6 Have the Client Answer Their Own Objection 

Understand the Problem
Render It Unobjectionable
Case Study




Overcoming Objections Sales Training Course - Lesson 7 Deflating Objections 

Bring up Common Objections First
The Inner Workings of Objections
Case Study


Overcoming Objections Sales Training Course - Lesson 8 Unvoiced Objections 

How to Dig up the “Real Reason”
Bringing Their Objections to Light
Case Study




Overcoming Objections Sales Training Course - Lesson 9 The Five Steps 

Expect Them
Welcome Them
Affirm Them
Complete Answers
Compensating


Overcoming Objections Sales Training Course - Lesson 10 Do's and Don'ts 

Do's
Don’ts




Overcoming Objections Sales Training Course - Lesson 11 Sealing the Deal 

Understanding When It’s Time to Close
Powerful Closing Techniques
The Power of Reassurance
Things to Remember


Overcoming Objections Sales Training Course - Lesson 12 Wrapping Up 

Words from the Wise
Lessons Learned





 


Tuesday, 06. August 2019, Brisbane, Overcoming Objections Sales Training Course

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