Sales Skills

Overcoming Sales Objections (E170C)


In this course participants will learn how to push through objections to get that sale. Even the best quality item or service can be turned down, and learning how to overcome these denials can make all the difference. Overcoming sales objections is an essential part of the sales process.

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.

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

Course Goals:
Understand the factors that contribute to customer objections.
· Define different objections.
· Recognize different strategies to overcome objections.
· Identify the real objections.
· Find points of interest.

Course Overview:
Module One: Getting Started

Module Two: Three Main Factors
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
Module Ten: Review Questions

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

Module Twelve:
Words from the Wise

  • Overcoming Sales Objections
  • Coursebook
Completion rules
  • All units must be completed
  • Leads to a certification with a duration: Forever