Overcoming Sales Objectives

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Experiencing a sales objection can be a disheartening event. It is essential for sales professionals to skillfully overcome objections and manage difficult situations effectively to get the sale across the line. Our “Overcoming Sales Objections” course provides precise training in handling objections, which include techniques to deflate objections, identifying unvoiced objections, finding a common ground, and uncovering the root causes of objections. This training course teaches you how to turn sales objections into opportunities.

[/vc_column_text][/vc_column][/vc_row][vc_row][vc_column][ucaddon_title title=”Course Outline” align=”left” padding_top=”20″ padding_bottom=”20″ uc_fonts_data=”JTdCJTIydGl0bGUlMjIlM0ElN0IlMjJmb250LXdlaWdodCUyMiUzQSUyMjUwMCUyMiUyQyUyMmNvbG9yJTIyJTNBJTIyJTIzZjc5NDFkJTIyJTdEJTdE”][vc_tta_accordion color=”white” spacing=”1″ gap=”1″ active_section=”0″ collapsible_all=”true”][vc_tta_section title=”Module One: Getting Started” tab_id=”1555372536699-3a3ff8ff-7ccfdd7b-d78e0f68-03f0″][vc_column_text]

  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives
  • Pre-Assignment Review
  • Action Plans and Evaluation Forms

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Two: Three Main Factors” tab_id=”1555372536736-3eeeadcd-e75fdd7b-d78e0f68-03f0″][vc_column_text]

  • Skepticism
  • Misunderstanding
  • Stalling
  • Module Two: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Three: Seeing Objections as Opportunities” tab_id=”1555372536776-aec07400-f9e6dd7b-d78e0f68-03f0″][vc_column_text]

  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy
  • Case Study
  • Module Three: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Four: Getting to the Bottom” tab_id=”1555372536830-30b8d8af-717ddd7b-d78e0f68-03f0″][vc_column_text]

  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study
  • Module Four: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Five: Finding a Point of Agreement” tab_id=”1555373051487-df78e871-f3e3dd7b-d78e0f68-03f0″][vc_column_text]

  • Outlining Features and Benefits
  • Identifying Your Unique Selling Position
  • Agreeing with the Objection to Make the Sale
  • Case Study
  • Module Five: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Six: Have the Client Answer Their Own Objection” tab_id=”1555373050670-5781d6f6-ffb4dd7b-d78e0f68-03f0″][vc_column_text]

  • Understand the Problem
  • Render It Unobjectionable
  • Case Study
  • Module Six: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Seven: Deflating Objections” tab_id=”1555373044564-870b74e1-d113dd7b-d78e0f68-03f0″][vc_column_text]

  • Bring Up Common Objections First
  • The Inner Workings of Objections
  • Case Study
  • Module Seven: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Eight: Unvoiced Objections” tab_id=”1555373043454-2510d23c-fa8bdd7b-d78e0f68-03f0″][vc_column_text]

  • How to Dig up the “Real Reason”
  • Bringing Their Objections to Light
  • Case Study
  • Module Eight: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Nine: The Five Steps” tab_id=”1555373037242-75eb7004-01c6dd7b-d78e0f68-03f0″][vc_column_text]

  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Compensating Benefits
  • Module Nine: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Ten: Dos and Don’ts” tab_id=”1555373224684-2a2752a4-47c4dd7b-d78e0f68-03f0″][vc_column_text]

  • Dos
  • Don’ts
  • Module Ten: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Eleven: Sealing the Deal” tab_id=”1557866117385-106fea33-b1f9″][vc_column_text]

  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • The Power of Reassurance
  • Things to Remember
  • Module Eleven: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Twelve: Wrapping Up” tab_id=”1557866118310-71ef5367-6534″][vc_column_text]

  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations

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