Overcoming Sales Objections Courseware

Printable, customizable, training materials

 

Experiencing a sales objection can be a disheartening event. Through this course we will learn how to eliminate the objection and push through to get that sale.

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. The best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit.
- OR -
  • No Annual Renewal Fees
  • Unlimited Users
  • Unlimited Printing Rights
  • All Components are Completely Customizable!

This trainer's courseware kit includes everything you need to teach Overcoming Sales Objections corporate training workshops:

  • PowerPoint
    Slides
  • Web-based
    Training
  • Quick
    Reference
    Sheets
  • Icebreakers & Exercise
    Files
  • Training Manuals
    & Instructor Guide


Download
FREE Sample
 

Overcoming Sales Objections Course Outline:

Module One: Getting Started
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives
  • Action Plans and Evaluation Forms


Module Two: Three Main Factors
  • Skepticism
  • Misunderstanding
  • Stalling
  • Module Two: Review Questions


Module Three: Seeing Objections as Opportunities
  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy
  • Case Study
  • Module Three: Review Questions


Module Four: Getting to the Bottom
  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study
  • Module Four: Review Questions


Module Five: Finding a Point of Agreement
  • Outlining Features and Benefits
  • Identifying Your Unique Selling Position
  • Agreeing with the Objection to Make the Sale
  • Case Study
  • Module Five: Review Questions


Module Six: Have the Client Answer Their Own Objection
  • Understand the Problem
  • Render It Unobjectionable
  • Case Study
  • Module Six: Review Questions


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


Module Eight: Unvoiced Objections
  • How to Dig up the “Real Reason”
  • Bringing Their Objections to Light
  • Case Study
  • Module Eight: Review Questions


Module Nine: The Five Steps
  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Compensating Benefits
  • Module Nine: Review Questions


Module Ten: Dos and Don'ts
  • Dos
  • Don’ts
  • Module Ten: Review Questions


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


Module Twelve: Wrapping Up
  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations

Try a FREE sample and see the value for yourself!

Soft Skills Library

Administrative Support
Anger Management
Assertiveness And Self-Confidence
Attention Management
Basic Bookkeeping
Budgets And Financial Reports
Business Ethics
Business Etiquette
Business Succession Planning
Business Writing
Call Center Training
Change Management
Civility In The Workplace
Coaching And Mentoring
Communication Strategies
Conflict Resolution
Creative Problem Solving
Critical Thinking
Customer Service
Emotional Intelligence
Employee Motivation
Employee Onboarding
Employee Recruitment
Facilitation Skills
Generation Gaps
Human Resource Management
Interpersonal Skills
Job Search Skills
Knowledge Management
Leadership And Influence
Lean Process And Six Sigma
Measuring Results From Training
Media And Public Relations
Meeting Management
Middle Manager
Negotiation Skills
Overcoming Sales Objections
Performance Management
Personal Productivity
Presentation Skills
Project Management
Proposal Writing
Public Speaking
Safety In The Workplace
Sales Fundamentals
Stress Management
Supervising Others
Supply Chain Management
Talent Management
Teamwork And Team Building
Time Management
Train-The-Trainer
Workplace Diversity
Workplace Harassment
Workplace Violence
Body Language Basics
Office Politics for Managers
Work-Life Balance






Microsoft Office Library

Access 2007 Advanced
Access 2007 Essentials
Access 2010 Advanced
Access 2010 Essentials
Excel 2007 Advanced
Excel 2007 Essentials
Excel 2010 Advanced
Excel 2010 Essentials
Groove 2007 Essentials
InfoPath 2007 Advanced
InfoPath 2007 Essentials
InfoPath 2010 Advanced
InfoPath 2010 Essentials
Office 365 Word Essentials
OneNote 2007 Advanced
OneNote 2007 Essentials
OneNote 2010 Advanced
OneNote 2010 Essentials
Outlook 2007 Advanced
Outlook 2007 Essentials
Outlook 2010 Advanced
Outlook 2010 Essentials
PowerPoint 2007 Advanced
PowerPoint 2007 Essentials
PowerPoint 2010 Advanced
PowerPoint 2010 Essentials
Project 2007 Advanced
Project 2007 Essentials
Project 2010 Advanced
Project 2010 Essentials
Publisher 2007 Advanced
Publisher 2007 Essentials
Publisher 2010 Advanced
Publisher 2010 Essentials
SharePoint Designer 2007 Essentials
Visio 2007 Advanced
Visio 2007 Essentials
Visio 2010 Advanced
Visio 2010 Essentials
Windows 7 Essentials
Word 2007 Advanced
Word 2007 Essentials
Word 2010 Advanced
Word 2010 Essentials
Office 365 Excel Essentials
Office 365 PowerPoint Essentials



Just a few of our satisfied customers. View all clients.

Polaroid America's Navy Aramex Delivery Unlimited Hertz Tupperware

“These materials are a life saver...”

Read testimonials.