Overcoming Objections

About this training

Sales objections are a fact of life when you're in business, and how you handle them can determine whether your business struggles or thrives.

Objection handling, is when a potential client expresses a concern about the product-service a sales executive is selling, and the sales person responds in a way that overcome those concerns and allows the deal to move forward. Objections are often about price, product fit and a good old-fashioned brush off.

Some sales executives, argue with their potential clients, or try to pressure them into backing down. This isn’t true objection handling. Prospects, more often than not, end up more convinced of their position, worse, salespeople lose the trust and rapport they’ve built up. Instead of telling a prospect they are wrong, assist them come to a different conclusion of their own accord. And if you can’t persuade them, that’s a good sign they are not going to be a sale.

It is your job to concentrate on providing information based on the needs of your prospect’s and explain how your product can solve a specific issue or produce a certain result for their business. Once you find out what an objection is, then you can overcome objections with ease. You should embrace objections, analyse them and reply directly to those specific areas of concern. Never ignore objections, always take care of them.

Our training, will provide you with a better understanding of how to develop a strategy around overcoming objections, close more deals and increase your sales revenue.

Training summary

  • Overcoming Objections: “The name of the game”
  • Why Is Objection Handling so critical to the sales process
  • Be ready. Objections may come at any time.
  • Never argue when handling objections. Be cool, confirm your client’s feeling
  • Listen fully to the objection – Do not jump right in and respond immediately. Resist this temptation
  • An objection can be either TRUE or FALSE
  • Understand the objection completely - It's your job to get to the heart of it
  • First - Prepare: you’re far less likely to be thrown off your game
  • Second - Ignore: smile and keep on with the presentation. If it is a TRUE objection, the client will return to it
  • Third – Repeat: to remove any confusion
  • Fourth - Isolate: make sure you are aware of all objections before you attempt to solve them
  • Fifth - Clarify: find out exactly what the objection is
  • Sixth - Handle: by asking questions that will result in a YES and use it to move forward
  • Confirm you have satisfied the objection once you have responded buyer’s concerns
  • Once the objection is handled, set up a specific time to follow-up
  • Don’t take objections personally. It is not about you
  • Avoid interrupting your prospect mid-sentence and rush to overcome the objection
  • Never start handling objections with negative words (But, So what, etc.)
  • Using excessive “salesy” words could be counter-productive (cutting edge, best in class, etc.)
  • Avoid offering discounts immediately to resolve a monetary objection
  • Understand your prospects by connecting on a personal level
  • Have a great knowledge of your products and services to better handle objections
  • Share customer success stories gives prospects confidence in your products and services
  • Offer and incentives and encourage your prospect to take advantage of them (Early bird prices, trial period, 2x1, etc.)
  • The importance of establishing trust with your potential clients. If they don’t trust, they don’t buy
  • Practice, practice and practice

Who is this training for?

  • Business Owners
  • Chief Sales Officer
  • Sales Directors
  • Sales Managers
  • Sales Executives
  • Account Executive
  • Sales Representative
  • Sales Associate
  • Sales Consultant
  • Business Development Manager
  • Direct Salesperson
  • Sales Agent
  • Key Account Manager
  • Telesales
  • Internal Sales
  • Call Centre Operator
  • Relationship Manager
  • Client Relationship Manager
  • Customer Service Representative