Think about the last 20 sales you've made. How many of these did you make without any objections at all? Our research shows that the vast majority of top producers just don't encounter that many sales stopping objections. Questions and concerns, sure. But not objections. Why?

Through 15 years of ongoing research we've uncovered the secrets of how to make "Objection Free Selling" work consistently! Even the initial contact objections of "not interested," "already have someone," and "just send me your literature" can be minimized. Price objections? Sell the value of your unique and distinctive capabilities instead of price to minimize these type objections as well. We'll even show you how to get the prospect to block your competitors for you.

How does it work?

This unique selling system works by putting in place critical decision-making beliefs, that when missing, cause objections that stop your sale. Selling is the process of creating and reinforcing each of these critical Buyer Beliefs in the minds of qualified decision-makers.

Just ask yourself, before you buy what must you believe and if you don't, what objections would you give? How many beliefs did you come up with? Fifteen years of research demonstrate that there are 10 critical decision-making beliefs. With the ACE Objection Free Selling system, each one is meticulously created, strengthened and locked in place.

Good news: Most of the ten critical buyer beliefs will already be in-place. All you have to do is know which one's are not and focus on them.

The ACE Objection Free Selling system utilizes a unique "Competitor Analysis" matrix that will show you exactly which beliefs are not in place and consequently, which objections you can expect from each of your competitors. You'll also learn from the matrix exactly how to create objections for your competitors.

Start making a list now of the objections you get. We'll add 85 of the most common sales stopping objections from which you can select additional ones. You don't want to miss any. When you leave this workshop you'll have strategies to prevent the objections you get from ever entering the prospect's mind.

Sell commodities or generic products / services with no differentiation? Our "Objection Free Selling" systems cut their eyeteeth working with companies selling commodity products and services. In one of the course manuals, you'll get a list of 83 ways these companies use to differentiate themselves in their markets. You can select from the many relevant unique and distinctive selling points listed to quantify significant customer value and to get the customer to rule out the competition for you.

During this 2, 2.5 or 3 day* session, you will learn how to:

Identify what stops your sale - diagnostics and solutions

• Make and maintain a list of objections that stop your sale so you can check off the ones that no-longer bother you
• Identify and differentiate objections from conditions and resistance
• Understand how missing Buyer Beliefs cause objections and which objections they cause
• Use comprehensive diagnostic tools to help you know which steps in the sales process are connected with establishing each of the Buyer Beliefs
• Use class materials and Web-based resources to be able to develop prevention, preemption and response strategies on demand

How will this help you improve with training that is directly related to your selling needs in your specific selling situation?

Qualify the customer and neutralize the competitor - preparation to sell

• Quickly disqualify with "knockout" questions and qualify with categorizing questions
• Identify the people making the six different types of buying decisions (one person can make five, know when they are in each decision-making mode)
• Know what's critical to know about your competitors and some quick and easy ways to get it
• Generate strategies to "neutralize" or offset your competitors' advantages to take away any compelling reason for prospects to continue to do business with them
• Select unique and distinctive selling points that apply to you from a master list of 83 ways companies that sell commodities use to quantifiably differentiate themselves
• Rapidly find the holes in the prospect's current method of meeting their needs

Imagine being able to know in an instant where you're strong, the competitor is weak and this qualified prospect has needs!

Activate ACE - create and implant the Buyer Beliefs

• Fully integrate your product/service, company knowledge into the ACE sales model
• Quickly get the prospect to admit to a problem that only you can solve with one or more of your unique and distinctive selling points
• Determine what these problems are costing the prospect financially and subjectively using the prospect's past, present and future facts and figures - not yours!
• Transform these costly problems into unfilled needs
• Quantify the value of your solution to be greater than the value of competing solutions to prevent or minimize price pressure
• Incorporate appropriate unique and distinctive selling points when setting and clarifying minimum product/service and supplier selection specifications and expectations - prospect rules out the competitor
• Get the prospect to tell you the benefits they expect to receive - prospect locks out the competitor
• Automatically rehearse the prospect so they can sell for you to decision-makers you might not be able to get to see
• Competitor-proof your new customers by creating and strengthening powerful positive attitudes toward you, your company and your products/services with a unique rapid attitude development technique - know it or not, this is how you currently create attitudes
• Put each of the 10 Buyer Beliefs in place - cause sales to occur
• Structure your sales interaction around major closing strategies built into the ACE model
• Create the setup to break the "irrational customer loyalty bond"
• Although your sales process and sales cycle may be range in time from less than an hour to over a year and may involve one or fifty decision-makers, the goal is to shorten the core value selling process. Using the ACE model you'll get it to less than 5 minutes flat!
• Multiple interactions with each of multiple decision-makers will extend the time the process takes as is common in large account sales. With ACE you'll be able to shorten the sales cycle

How would you measure the impact on your sales when you can complete the core ACE process with a prospect in less than five minutes flat?

Presenting the Value Proposition - in writing or verbally

• Strengthen trust, rapport and credibility
• Establish your right to speak and be heard
• Clearly define the needs not being (fully) met
• Discuss the financial and subjective costs of not meeting the needs past, present and future
• Demonstrate how you can meet the needs in a manner that exactly matches the prospect's specifications
• Use specially designed closing strategies that work consistently with people who have a difficult time making decisions!
• Break the "irrational customer loyalty bond"

What could happen now when the prospect listens and believes all that you say?

Making first contact with prospective customers - we now know enough to make the cold call

• Prevent initial contact objections such as "Not interested," "Already have someone," and "Just send me you literature"
• Reduce initial contact rejection rate from industry wide averages of 92% to less than 10%
• Quickly establish trust and rapport over the phone or in-person
• Build coaches out of screeners and gatekeepers
• Get through to key decision-makers
• Enjoy getting the voice mail sales opportunity
• Set priority appointments or continue through your call objectives over the phone

Just how much time could you save when you're able to change your turndown rate from where it is now to less than 10%? What would you do with the additional time? Make more appointments? Spend more time selling?

Closing Strategies of the Masters - 39 strategies, 7 built into ACE

• 39 strategies to achieve closure on each of the steps sales process and each of the Buyer Beliefs. Several will be taught during the ACE training and access to the remainder will be provided online.
• Power up and augment the key closes imbedded in ACE
• Close on side issues that often pop up unexpectedly
• Build, adjust and power up your final closing sequence (if needed)

How will it help your closing ratio when closing strategies are being implemented automatically as you sell?

Objection Preventing, Preempting and Responding - coming full circle in the seminar

• Identify where in the ACE Value Assessment course you learned prevention strategies for each of the objections you recorded at the beginning of the workshop
• Using the Objections Reference Manual locate additional methods to "Prevent" specific objections from entering the customers mind
• Select from the Objections Reference Manual methods to "Respond" to the objections on your list just in case you get one out of the blue before you have a chance to get the prevention strategy in place
• Learn how to develop prevention and response methods and how to create a "Preemptive strike" on objections you know the prospect already has on his/her mind before you even get started

What will it mean to your sales volume and profit margins when you are able to prevent more and more "sales stopping objections?"

Additional information about the training and follow up support:

Practice selling what you sell: With our unusual "Case Study Builder" as a learning tool, you will easily create case study examples from your own real-life experiences during the training program. These will be used during your practice sessions so that you practice selling what you sell.

We want to make sure that what you learn is directly applicable to your selling situation. This way we can deal with real applications issues, not imaginary ones. When you think about transferring what you learned back to the field, how would this type of experience help make the transition more effective?

Leave knowing how to do the skills: The exhilarating ACE "drill" will prepare you for selling value correctly and expertly when you leave the session. And, you'll have the tools to continually improve and expand to other products, services and selling situations.

The marketplace is changing and to excel at our profession we too must change to meet how customers want to buy.

* Number of classroom days is contingent upon needs of sales force (experience, prior training, diagnostics, follow up support capabilities, etc.) and the depth of training desired and required.

Copyright 2004, 2007 Sales Training International. Top

What clients say about the power of Objection Free Selling - ACE Model.

I feel like the proverbial light bulb has been turned on. In the week that I have used my new training, I can already see results. Also, I have doubled my sales goal for the coming year.

- Ruth M, Key Account Manager

The workshop changed my outlook on sales 200%. The amazing thing is people react the way they are supposed to. Thanks. You have changed my career forever.

- Terry C, Sales Representative

This was the best course I've ever taken. I used the skills two days later on a very large deal... and won.

- Jim P., Sales

By far the most powerful sales training I've attended. I recommend that any sales professional wanting to have an edge on the competition attend as well.

- Bobby B, Sales Department

I have come to expect only the best from Sales Training International, and you deliver. It is so important that our employees present themselves in a professional manner when representing our company. Sales Training International provides our staff with the tools to accomplish that goal.

- Robert "Rob" S. II, Sales Training Manager

It's a surefire way to increase sales and lock out the competition!

- Alan C, Branch Manager

The most outstanding sales training I have ever attended. Top notch.

- Mark P., Senior Vice President

I've been using your script and it's working great. I'm getting about a 95% success rate in setting up appointments and sending information. I can't thank you enough!

- Gary S., Sales Professional

I walked away with real world tools that I put to use immediately to close more business. The course is jam packed with good advice and effective techniques for both the entry level and highly experienced sales people... Highly recommended.

- Ron P., Sales

The workshop was especially useful in the fact that our sales group is now selling our "company" rather than just "equipment."

- Susan D., Marketing and Communications Director

I enjoyed the workshop immensely. No matter how many years of sales experience one has, the ACE workshop will add some valuable pointers to your arsenal. I definitely recommend the course for both beginners and old experienced "road warriors."

- Mike S., Sales

The training was fresh and relevant. Our instructor spoke from experience, not theoretical discourse.

- Steve C., Sales

Two weeks after training, it's encouraging to hear the reps using the ACE model . . . and it's working!

- Chris S., Territory Manager

The ACE class was very helpful in motivating me to sell in my new sales position. I can easily put the knowledge I obtained to use in my daily duties. I would recommend this course to other new sales associates.

- Daphanie S., Marketing Coordinator

Being new in sales, the ACE and Competitor Analysis has helped jump-start me! The training helped me learn how to approach a potential customer.

-Angela A., Sales Representative

I found the delivery of the material to be excellent. The trainer is an asset to your team. The quality of the material was far more than I had expected. This program will provide an extraordinary foundation to our organization. This is powerful!

- Dennis R., National Director

The ACE gave me a more complete picture of the selling process, and what's involved to sell consistently. It works!

- Jeff A., Branch Manager / Sales

The ACE class was great . . . everything far exceeded my expectations.

- Jake L., Regional Account Representative

This is the first class [ACE] I've taken where I came home and immediately started using the principles. The next day I had the material open on my desk and I even carry it with me in the car to review when I have a spare moment.

- Wendy J., CPA

The Sales Training International staff consistently delivers a curriculum that is easily plugged into our business. Our sales organization has gained tremendous efficiencies through our training at STI.

- Jim C., Regional Manager

For the sales beginner and seasoned professional, this course will get you on track, and if you utilize the elements, it will keep you on track. Thanks for getting me back on track!

- Wayne R., Manager, NE Region

I believe if I utilize the ACE principles I will continue to be successful. I would recommend this program to other sales professionals.

- Gary C., Regional Sales Manager, San Mateo, CA

I really enjoyed this training. It was extremely beneficial; in fact I have already used the strategies I learned.

- Erin P., Customer Service Representative

ACE - an excellent course! Very helpful for new sales reps and for those that have been in the field for years. I learned better ways to meet customers and tips to improve my image in person or on the phone.

- Bob M., Sales Representative

It was a very useful workshop, not only due to the subjects covered but for the excellence of the trainer. The material provided is complete and comprehensive.

- Sergio D. S., Sales

This was one of the best sales training classes I have ever attended. I especially appreciated the objections workshop, competitor Analysis and FABS.

-Richard H., Sales