Handling Objections
English
30-Day Money Back Guarantee
Full Lifetime Access
Self-Paced
Finish in
22 mins!
Finish in
22 mins!
Made for for
Employees
only
Employees
only
Certificate
of Completion
of Completion
Mobile -
Friendly
Access
Friendly
Access
What you'll learn
Handling Objections: Defeating Stalls
Handling Objections: Handling Objections Basics
Handling Objections: Doubt
Handling Objections: Misunderstanding
Handling Objections: Indifference
Handling Objections: True Negative
Skills covered in this course
Description
"Let me sleep on it."
"I need to talk it over with my boss."
I bet you've heard these once or twice. When they don't say yes, and they don't say no, they're stalling. In this course, we'll talk about how to defeat sales stalls. We'll discuss the different stall tactics customers use. We'll also go over the various objection types and how to get around them to avoid a stall.
System Requirements
• Windows 7 and newer
• Mac OS 10 and newer
Supported Browsers:
The current and previous major releases of the following browsers
• Safari v11 and higher
• Firefox v65 or higher
• Chrome v70 and higher
• Microsoft Edge v42 and higher
• Internet Explorer v11 and higher (Windows only- may exhibit visual differences from other
browsers)
Computer Speed and Processor:
• Use a computer 5 years old or newer when possible.
• 1GBofRAM
• 2GHz processor
Author
Making the Workplace Safer and Smarter
HSI (Health & Safety Institute) is a recognized leader in Environmental, Health and Safety (EHS) and workforce development software, training, and compliance solutions.
HSI is your single-source partner for EHS, Compliance, and Professional Development solutions. HSI provides integrated e-learning content, training solutions, and cloud-based software designed to enable your business to improve safety, operations, and employee development. Across all industries, we help safety and technical managers, human resources, first responders, and operational leaders train and develop their workforce, keep workers safe, and meet regulatory and operational compliance requirements. We are a unique partner that offers a suite of cloud-based software solutions including learning management, safety management, chemical SDS management, and more, integrated with our content and training so businesses can not only monitor and manage multiple workflows in one system, but train employees via one partner.
Handling Objections
Handling Objections: Handling Objections Basics
You're not really selling until you hear the word "no." Until then, you're only giving a presentation. "No" is where the real dialogue begins. In this series of programs, we'll talk about the different objections you hear in sales, and how to overcome those. In this course, we'll briefly review the basic sales process and sales psychology. Then we'll go over the four categories of objections and how to react when a customer initially rejects what you're offering. We'll also discuss the importance of identifying and categorizing objections when you hear them.
Handling Objections: Doubt
Doubt is when your customer doesn't believe what you're telling them. Usually they think it sounds too good to be true or they've heard something different from somewhere else, maybe from a competitor. How do you battle this objection? It's not always easy getting someone to believe you. Let's take a look at this doubt objection, and talk about how to overcome it, should you experience this with one of your customers.
Handling Objections: Misunderstanding
"The worst distance between two people is misunderstanding."
Unknown
It's terrible to be misunderstood, particularly when it impacts your livelihood. If the customer misconstrues the data you've provided, or the client simply doesn't fully understand what you're offering, how do you clear that up and overcome a misunderstanding objection? That's what this course is all about.
Unknown
It's terrible to be misunderstood, particularly when it impacts your livelihood. If the customer misconstrues the data you've provided, or the client simply doesn't fully understand what you're offering, how do you clear that up and overcome a misunderstanding objection? That's what this course is all about.
Handling Objections: Indifference
Indifference is a tricky objection to overcome. Essentially, the customer doesn't need (or think they need) what you're selling, because you don't fully understand their unmet need. In this course, we'll talk about how to uncover unmet needs to overcome indifference objections. We'll also review sales psychology, identifying and prioritizing objections, and buying signs you need to pay attention to.
Handling Objections: True Negative
A true negative objection is defined as simply that: a truthfully negative component to your offering. "You're more expensive." "The competitor can deliver quicker than you." "Your warranty isn't as long as the other guys." Ouch. How do you overcome these objections that are brutally accurate? In this course, we'll do a quick review of sales psychology, then dive into true negative objections and how to defeat them.
"I need to talk it over with my boss."
I bet you've heard these once or twice. When they don't say yes, and they don't say no, they're stalling. In this course, we'll talk about how to defeat sales stalls. We'll discuss the different stall tactics customers use. We'll also go over the various objection types and how to get around them to avoid a stall.