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Instruction on how to use

How to Dig up the “Real Reason”

Home How to Dig up the “Real Reason”

Overcoming Sales Objections

Module 1

Getting Started Overcoming Sales Objections
Workshop Objectives Overcoming Sales Objections

Module 2

Three Main Factors
Skepticism
Misunderstanding
Stalling: Module 2 - Overcoming Sales Objections

Module 3

Seeing Objections as Opportunities
Translating the Objection to a Question
Translating the Objection to a Reason to Buy
Case Study: Module 3 - Overcoming Sales Objections

Module 4

Getting to the Bottom
Asking Appropriate Questions
Common Objections
Basic Strategies
Case Study: Module 4 - Overcoming Sales Objections

Module 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: Module 5 - Overcoming Sales Objections

Module 6

Have the Client Answer Their Own Objection
Understand the Problem
Render It Unobjectionable
Case Study: Module 6 - Overcoming Sales Objections

Module 7

Deflating Objections
Bring up Common Objections First
The Inner Workings of Objections
Case Study: Module 7 - Overcoming Sales Objections

Module 8

Unvoiced Objections
How to Dig up the “Real Reason”
Bringing Their Objections to Light
Case Study: Module 8 - Overcoming Sales Objections

Module 9

The Five Steps
Expect Them
Welcome Them
Affirm Them
Complete Answers
Compensating Benefits: Module 9 - Overcoming Sales Objections

Module 10

Dos and Don'ts
Don’ts: Module 10 - Overcoming Sales Objections

Module 11

Sealing the Deal
Understanding When It’s Time to Close
Powerful Closing Techniques
The Power of Reassurance
Things to Remember: Module 11 - Overcoming Sales Objections

Module 12

Wrapping Up

You must first complete Getting Started Overcoming Sales Objections before viewing this Lesson

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Back to: Overcoming Sales Objections > Module 8

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