Online Courses Professional Development Marketing Handling Objections

Handling Objections

Created by: Strategy to Revenue

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English

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What you'll learn

In this in-depth course, you will learn to tell when an objection is really an objection, a five-step process for handling objections, and how to apply the process to the six most common types of objections. It will also give you guidance on how to build proficiency in handling objections so you can do so on the spot when they arise.

It is recommended that you complete Knowing the Customer's Buying Process before enrolling in this course.

Skills covered in this course

sales selling salesperson objections overcome objections handle objections buyer

Overview

Included Modules

Description

Objections happen so frequently, they are almost part of the sales process — and some objections aren't even objections, but something else. This comprehensive six-part course provides in-depth information on how to recognize and handle the most common types of sales objections getting in the way of closing a deal.
Prerequisite: Knowing the Customer's Buying Process

About Handling Objections: The basics of objections — how to differentiate them from questions and buying signals, the role of preparation, and the benefits of handling objections well
How to Handle Objections: An introduction to a five-stage method for resolving a Customer's objections and concerns.
Recognizing and Dealing with Types of Objections, Part 1: Introduces six types of objections, and thoroughly explores how to recognize and handle three of these types: Timing, Need, and Competitor.
Recognizing and Dealing with Types of Objections, Part 2: A thorough exploration of how to recognize and handle three more types of objections: Price, Authority, and Risk.
Building Your Experience: Steps to take to become proficient at recognizing and handling objections, including what not to do, and when to walk away.
Practice Makes Perfect: Some practice examples to help salespeople to reinforce choosing the best questions and responses to the six types of objections.

Author

Strategy to Revenue

33 Courses

We’re an experienced group of sales and marketing leaders, and education and coaching stalwarts. We’ve all held senior positions at global corporations, or rolled up our sleeves to turn start-ups into successful international businesses, and in many cases we’ve done both.

Helping businesses stay compliant since 2007

You can also gain access to this course with a Coggno Prime Subscription

Price per license

$19.95

No. of licenses

Total

$19.95

Handling Objections

What you'll learn

Skills covered in this course

Overview