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Don’t lose one more prospective deal to sales objections. Learn to redirect prospects’ objections into conversations that leave no doubt in their mind to choose you. In this course we explain the four parts of effectively handling objections, leading to higher confidence and customer acquisition or retention. 

Sales objections are part of sales. However the sales skill needed the most is the sales skill least practiced. Seven out of ten sales professionals, when observed in a conversation with a prospect, quickly conceded to a sales objections. This causes lost revenue for the company and lost commissions for the salesperson. 

This course teaches you how to redirect prospects' objections, resulting in more sales, higher revenue for the company, and increased commissions for you.

Learning Objectives

  • Discover why customers object.
  • Explore how to gain insight into the four keys to handling customer objections.
  • Explore why opening counters (i.e. “I understand”, “I apologize”) don’t work.
  • Discover an easy method to diffuse the most difficult objections.
Last updated/reviewed: November 10, 2017

1 Review (2 ratings)Reviews

5
Member's Profile
Good presentation for sales people of all skillset

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. 

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION and OVERVIEW
  6:17Introduction to How to Effectively Counter Sales Objections
Effectively Countering Sales Objections
  14:13A Definition and Overview
  9:07Techniques for Countering Sales Objections
  7:50Position and Respond
  11:17Responding Continued
CONCLUSION
  2:44Course Summary
Continuous Play
  51:28Sales Objections Easily Countered
SUPPORTING MATERIALS
  PDFSlides: How to Effectively Counter Sales Objections
  PDFHow to Effectively Counter Sales Objections Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM