Overcoming Objections Sales Course

Location: Lagos.

Fee: N105, 000

Duration: 3days

It is essential for sales professionals to skilfully overcome objections and manage difficult situations effectively to get the sale across the line.

This 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.

Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome sales objections. With the right training, it is possible to turn objections into opportunities. Investing in sales objection training will help improve sales and the company’s bottom line.

Learning Outcomes

By the end of this course, participants will:

• 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

Overcoming Objections Sales Training Course – Lesson 1 Getting Started

• Pre-Assignment Review
• Action Plans and Evaluation

Overcoming Objections Sales Training Course – Lesson 2 Three Main Factors

• Skepticism
• Misunderstanding
• Stalling

Overcoming Objections Sales Training Course – Lesson 3 Seeing Objections as Opportunities

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

Overcoming Objections Sales Training Course – Lesson 4 Getting to the Bottom

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

Overcoming Objections Sales Training Course – 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

Overcoming Objections Sales Training Course – Lesson 6 Have the Client Answer Their Own Objection

• Understand the Problem
• Render It Unobjectionable
• Case Study

Overcoming Objections Sales Training Course – Lesson 7 Deflating Objections

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

Overcoming Objections Sales Training Course – Lesson 8 Unvoiced Objections

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

Overcoming Objections Sales Training Course – Lesson 9 The Five Steps

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

Overcoming Objections Sales Training Course – Lesson 10 Do’s and Don’ts

• Do’s
• Don’ts

Overcoming Objections Sales Training Course – Lesson 11 Sealing the Deal

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

Overcoming Objections Sales Training Course – Lesson 12 Wrapping Up

• Words from the Wise
• Lessons Learned

About Instructors

Akinjide Ajewole

(CIPSCMI, MNIM, FIIFMM, CMM, Ch. FM) Remoik Nig Ltd

He has years of experience in the human capital development with several contribution to the growth of SAHARA GROUP as the sole project manager of the company

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