Overcoming Objections

This program will address why challenging questions, stalls and objections are normal in the sales process and how to deal effectively with them. The session will present a method for dealing with different types of resistance. Participants will learn how to “listen actively” to the objections they hear and list the objections they hear most often. A process to overcome all of these objections will then be addressed.

Program Length: One Half Day

Major Topics:

• Active Listening
• Defusing the Objection: Their right to an Opinion
• Chart of Objections
• 6 Step System for Dealing with Objections
• Reframing – Changing the Prospect’s Perspective
• The Analogy Reframe
• The Big Picture Reframe
• Practice Sessions

Benefits To The Organization:

• Higher closing ratios
• Less resistance from prospects
• Increased sales productivity

Benefits To The Organization:

• Prepare a response to key objections heard
• Enhanced listening skills
• Ability to reframe key resistance areas
• Improved closing rates

Also offered as an online self-paced course:

Overcoming All Objections

This course presents a process for dealing with objections and complaints so you can be effective and keep client relationships positive.

Audience:
1. Sales Professionals
2. Account Managers
3. Anyone working with customers

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Participant Comments

"This program gave me a system for handling any objection I might hear. Thank you!”

“The ability to use the reframing techniques was very helpful.”

“I listen more before jumping in with a response now when I hear an objection.”

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