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Overcoming Sales Objections

Experiencing a sales objection can be a disheartening event. Through this course your participants will learn how to eliminate the objection and push through to get that sale. Even the best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit.

Online Course / Classroom Training


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Overcoming Sales Objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.

Overcoming Sales Objections > Course Outline:

Housekeeping Items
The Parking Lot
Workshop Objectives
Action Plans and Evaluation Forms

Module Two: Review Questions

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

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

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

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

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

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

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

Module Ten: Review Questions

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

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


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