OBJECTIONS - Preventing/Responding course

OBJECTIONS - Preventing/Responding

A fundamental principle of the quality process is to prevent errors. In selling, objections are process errors. Once an objection occurs, the next step is to work back up stream to find the root cause, then develop a way to prevent it from occurring again. Continually getting the same objections, that cost sale after sale, signal the need to develop effective prevention and response strategies.

There are ten different categories of objections. Sales Professionals hear the same ten objections stated a dozen different ways. Continuous infield research clearly demonstrated that once a strategy has been developed to prevent and respond to three or four objections in a specific category, then all objections in that category are handled.

Upon completion of this course you will be able to:

Differentiate objections, conditions and resistance
Know which objections to expect in each sales situation
Learn the ten buyer beliefs, that when missing, cause objections
Identify which buyer beliefs are missing by types of objections
Develop strategies to put the buyer beliefs in place that will prevent the objections you get
Use the three step Objection Response Strategy to develop effective responses
Construct a personalized Objections Strategy Book

Course Content

Objections You Get
Origin of Objections - Missing Buyer Beliefs
Categorized List of 85 Common Objections
Objection Prevention Strategies
Objection Response Strategies
Transition Sentences
Phrases of Persuasion
Objections Strategy Book

Materials and support for this workshop:

Completed prevention and response strategies for 85 sales stopping objections
Prevention deck and response deck of flash cards
Twelve months telephone and mail consultation

Course Length: 1 Day

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