How To Effectively Counter Sales Objections

This course explains how to redirect prospects’ objections into conversations that leave no doubt in their minds.

What you'll learn

Discover why customers object.

Explore how to gain insight into the four keys to handling customer objections.

Explore why opening counters (i.e. “I understand”, “I apologize”) don’t work.

Discover an easy method to diffuse the most difficult objections.

Requirements

No Advanced Preparation or Prerequisites are needed for this course.

Description

Don’t lose one more prospective deal to sales objections. Learn to redirect prospects’ objections into conversations that leave no doubt in their mind to choose you. In this course we explain the four parts of effectively handling objections, leading to higher confidence and customer acquisition or retention. Sales objections are part of sales. However the sales skill needed the most is the sales skill least practiced. Seven out of ten sales professionals, when observed in a conversation with a prospect, quickly conceded to a sales objections. This causes lost revenue for the company and lost commissions for the salesperson. This course teaches you how to redirect prospects' objections, resulting in more sales, higher revenue for the company, and increased commissions for you.This course is brought to you by Illumeo. Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job. Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination. Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.

Overview

Section 1: Introduction

Lecture 1 Introduction to How to Effectively Counter Sales Objections

Lecture 2 A Definition and Overview

Lecture 3 Techniques for Countering Sales Objections

Lecture 4 Position and Respond

Lecture 5 Responding Continued

Lecture 6 Course Summary

Section 2: Supporting Materials

Lecture 7 Slides: How to Effectively Counter Sales Objections

Lecture 8 How to Effectively Counter Sales Objections Glossary/Index

Section 3: Review and Test

Anyone interested in Sales, Marketing or related fields.