- 22 mins on-demand video
- 2 articles
- 2 downloadable resources
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- Certificate of Completion
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- Discover that objections are helpful and often lead to the sale.
- Identify a variety of techniques to handle and leverage customer resistance.
- Explore tactics to gain commitment and close the sale.
- No prerequisites or advanced preparation are required. It is recommended that participants complete the related course Consultative Selling Success.
Most salespeople fear objections and do their best to avoid or dodge them. Yet objections are a sign of interest and should be surfaced at every opportunity. They come in different sizes and for different reasons, but in all cases, an objection or negative comment can only be capitalized on if it is explored in detail. Some objections are harmless, a few are hurdles to overcome, some are almost buying signals; and sometimes objections are raised simply because the customer wants attention. There are bona fide obstacles that you may or may not have the products/services to solve or negotiate away -- discover how to handle these tough ones.
That’s why it is critical to explore every objection, and to dig deep to ensure your understanding. Tactful, in-depth questions help you: (1) make sure you have surfaced each hurdle; (2) define the objection or its source; and (3) provide an appropriate response. Once resistance has been removed or overcome, gaining commitment or closing is a logical next step.
This course covers a variety of techniques for handling objections or resistance and a menu of closing techniques to help you gain commitment. While all sales skills are important and connected in the consultative selling process, leveraging objections and gaining commitment are often keys to winning the business.
If you would like Continuing Education Credit (e.g. CPE, CE, CPD, etc.) for this course, it is available if you take this course on the Illumeo dot com platform under course title: Leveraging Objections to Gain Commitment – Objections Are an Asset, Not a Liability. Illumeo is certified to provide CPE in over two dozen different professional certifications covering finance, accounting, treasury, internal audit, HR, and more. However, in order to receive CPE credit the courses must be taken on an ‘approved-by-the-governing-body’ CPE platform, and for over two dozen corporate professional certifications, that is the Illumeo platform. Go to Illumeo dot com to learn more.
- Anyone interested in Sales, Marketing or related areas.