Overcoming Objections Sales Training Course

Overcoming Objections Sales Training Course


Event outline

Course Overview

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.

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

Lesson 1
Getting Started

  • Pre-Assignment Review
  • Action Plans and Evaluation

Lesson 2
Three Main Factors

  • Skepticism
  • Misunderstanding
  • Stalling

Lesson 3
Seeing Objections as Opportunities

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

Lesson 4
Getting to the Bottom

  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study

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

Lesson 6
Have the Client Answer Their Own Objection

  • Understand the Problem
  • Render It Unobjectionable
  • Case Study

Lesson 7
Deflating Objections

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

Lesson 8
Unvoiced Objections

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

Lesson 9
The Five Steps

  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Compensating

Lesson 10
Do's and Don’ts

  • Do's
  • Don’ts

Lesson 11
Sealing the Deal

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

Lesson 12
Wrapping Up

  • Words from the Wise
  • Lessons Learned

Dates & registration

There are no dates listed for this event.

Provider information

pd training is an Australian-owned, international training and professional development and services organisation, with approximately 400 specialist trainers across Australia, delivering thousands of courses each year in our 16 areas of specialty.