Description
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.
Objectives
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
Certificate
By completing/passing this course, you will attain the certificate eBSI Soft Skills Certificate of Completion
TERMS AND CONDITIONS
By accepting the Terms and Conditions for using the online facility you declare that all information provided by you is correct. The falsification of any information provided by you, or the provision of incorrect information may result in the imposition of a financial penalty and/or expulsion from the eBSI Export Academy.
Payment by you to the eBSI Export Academy does not constitute a binding contract. The eBSI Export Academy reserves the right to subsequently amend or adjust any fee charged to the student by the online facility at the eBSI Export Academy’s own discretion.
A student may be denied permission to progress in his/her programme of study if all fees have not been paid in full.
The eBSI Export Academy may at any time at its sole discretion modify the terms of access to this facility. Your continued use of the facility following any such modification shall be deemed acceptance of such modification. Disputes arising from the use of this facility and the interpretation of the eBSI Export Academy’s Terms and Conditions are subject to the laws of the Republic of Ireland. Disputes will be brought before the Irish courts. The eBSI Export Academy reserves the right to institute proceedings in the country of your residence.
FEE REFUNDS POLICY
If, for whatever reason, you are unsatisfied with our service, you have the right to cancel your order within seven days of payment and get a full refund, in accordance with EU regulations with the exception of services that start before this cooling off period. To cancel an order, please send us an email at info@ebsi.ie quoting the Invoice No. you received from eBSI Export Academy, the reason for cancellation and the name of the person who made the transaction.
Following the cooling off period, eBSI Export Academy accepts no obligation to refund any fee (or part fee) paid by a student to the eBSI Export Academy or to a Student who withdraws from the course. A full refund will only be given to all applicants for courses which do not proceed.
If you disagree with any of the terms and conditions and/or with any other of the applicable provisions of the eBSI Export Academy Regulations you are not permitted to use this facility.
PRIVACY POLICY
Any information which is provided by you will be treated with accordance with the terms of the Data Protection Act, on the Protection of Individuals with regard to the Processing of Personal Data and on the Free Movement of Such Data. If at any time after giving us personal information you decide that you no longer wish us to hold or use this information, or in the case that the information becomes out of date, you are free to notify us, and we will remove or rectify the information within a reasonable time.
Statistical and analytical information collected through the standard operation of our internet servers and logs provides us with general and not individually specific information. The eBSI Export Academy may use this information for general statistical purposes and will make no attempt to identify individual users, or to associate any technical information collected through the standard operation of our internet servers and logs with any individual user.
SECURITY INFORMATION
Your Personal Data is held on secure servers hosted by our Internet Service Provider. The nature of the Internet is such that we cannot guarantee or warrant the security of any information you transmit to us via the Internet. No data transmission over the Internet can be guaranteed to be 100% secure. However, we will take all reasonable steps (including appropriate technical and organisational measures) to protect your Personal Data.
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