STRATEGIES FOR SALES OBJECTIONS TURN AROUNDS

COURSE OUTLINE

From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome sales objections and not just stop there – but make it work to your advantage.

This practical and popular training course has been developed after deep research to turn sales objections into opportunities by investing in sales objection training to improve sales and the company’s bottom line.

LEARNING OBJECTIVES

After the successful completion of this comprehensive training course, participants will be able to:

  • Understand the factors that contribute to customer objections. (Skepticism, Misunderstanding, and Stalling)
  • Using Objections as Opportunities
  • Identify the real objections
  • Asking the appropriate questions
  • Find points of interest and point of agreement
  • Having your client answer their own objection
  • Learn how to deflate objections
  • The critical dos and don’ts
  • Understand how to explain the key benefits to overcome or minimize the customer’s concern.
  • Sealing the deal

INSTRUCTIONAL METHODOLOGY

  • Group Live and Instructor-led Classroom Track
  • PowerPoint presentation, with pointed breaks to stimulate discussion by the participants.
  • Participative Classroom Activities, including:
    • Ice-Breakers and Energizers
    • Behavioral Role Plays
    • Focused Video Playback
    • Guided Group Discussions
    • Management Case Studies

INTENDED AUDIENCE

  • Business Leaders, managers and professionals working in the field of sales and business development.
  • Corporate Practitioners, including specialists, consultants, managers, supervisors and employees with some related experience who wish to advance their functional expertise and competence.

COURSE ASSESSMENT

  • Pre-Assessment to gauge current level of conceptual understanding and customize training delivery.
  • Session-based Practical Exercises, Reflective Quiz and Peer-group Notes Sharing and Evaluation
  • Final Course Assessment, in a test environment, capturing course retention and learning.

COURSE STRUCTURE AND AGENDA

Module  01
  • INTRODUCTION TO SALES OBJECTIONS

    • Understanding Sales Objections
    • Why you can’t ignore objections
    • Relationship between Sales and Objections
    • Three main factors for Objection:
      • Skepticism
      • Misunderstanding
      • Stalling
    • Reality Check
Module 02
  • SEEING OBJECTIONS AS OPPORTUNITIES

    • Translating The Objection To A Question
    • Translating The Objection To A Reason To Buy
    • Asking Appropriate Questions
    • Common Sales Objections
    • Basic yet effective strategies
    • Finding A Point Of Agreement
    • Identifying Your Unique Selling Position
    • Agreeing With The Objection To Make The Sale
Module  03
  • AIMING FOR TURNAROUND

    • Understand The Problem
    • Render It Unobjectionable
    • Art of Deflating Objections
    • Bring Up Common Objections First
    • Make the Client Answer Own Objection
     
     
Module  04
  • PROBING FOR HIDDEN OBJECTIONS

    • Identify hidden objection cues
    • Reading the body language
    • Inner Workings Of Objections
    • Understand Unvoiced Objections
    • How To Dig Up The “Real Reason”
    • Bringing Their Objections To Light
    • Workaround till turnaround
    • Role play
Module  05
  • SEALING THE DEAL

    • Expand common ground
    • Using respectful humor
    • Understanding When It’s Time To Close
    • Powerful Closing Techniques
    • The Power Of Reassurance
    • Do’s and Don’ts in the process
    • Giving the impression of victory to the client
    • Staying on top with lessons learnt