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.
Our Live Online Overcoming Objections Course provides targeted training requiring no travel or lengthy time away from the job. This provides maximum learning with minimum schedule impact.
Printable Version - To print a one page description of this course.
Program Length: 90 Minutes
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
Benefits To The Organization:
- Higher closing ratios
- Less resistance from prospects
- Increased sales productivity
Benefits To The Individual:
- Prepare a response to key objections heard
- Enhanced listening skills
- Ability to reframe key resistance areas
- Improved closing rates
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