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Sales Process – How To Handle Objections

Course Details

Description

Do you have trouble dealing with objections in sales? Are you aware that handling objections in sales effectively can turn a rejected sales proposal into a closed deal? 

A sales process is considered to be incomplete without the objection handling step. Objection from a prospect is an opportunity to share and discuss the features of your products and/or services and the value add your brand will bring.

This course has been designed to enable learners to turn objections around and use them to their advantage. You will learn how to build your credibility as a salesperson to minimise objections; examine some of the most common sales objections; and learn sales comebacks and rebuttals to turn objections into another opportunity to showcase your product. 

Estimated Time To Complete

Approx 3 Hours

Learning Outcomes

By the end of this course, you will be able to

Utilise a series of resistance buster questions
Understand how to handle objections in a quiet, non-confrontational manner
Know how to pre-empt and draw objections out rather than waiting for them to happen
Have access to a checklist of not-to-do things when handling objections

Topics

Fundamentals of handling objections
Pointers for overcoming objections
Ascertaining the importance of an objection
Resistance buster questions
The technique of “draining” objections
Things not to do when handling objections

Requirements

Computer, tablet or mobile
Internet Connection
Edge, Safari, Chrome or Firefox

Course Delivery

Online Learning

Course Access

12 Months

CPD Hours

3 Hours

Assessment

Multiple Choice

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