The Ultimate System for Responding to Sales Objections
What you'll learn
- How to use an automatic response so you'll never hesitate when confronted with a new objection
- How to uncover the true objection
- How to respond to objections without antagonising your prospect and breaking rapport
- How to respond when they say "Yes ... but"
- How to avoid using "But" yourself and elegantly respond with the "Agreement Frame"
- How to use the SOM system to generate reframes to objections "on the fly"
- How to combine the automatic response, "Agreement Frame" and SOM system to be totally prepared to handle any objection
- How to have fewer objections come up.
Requirements
- Ideally anyone taking this course should be involved in selling and be a business owner, salesperson or consultant and have had some experience in that field.
Description
The Ultimate System for Responding to Sales Objections" is a comprehensive course designed to equip you with the skills and techniques needed to overcome any objection and close more sales.
The course is based on four concepts:
the Lee DuBois method, which emphasises the use of trial closes to bring out objections and using an automatic response
the Agreement Frame to soften your objection responses and maintain rapport with your prospect
the SOM patterns to generate reframe responses to any objection
methods for minimising objections surfacing.
Throughout the course, you will learn how to use an automatic response to quickly and effectively respond to objections. This approach not only takes the pressure off you but also allows you to flush out the real objection and gives you time to think. You will also be introduced to the "but...flip" technique for handling objections that begin with a "yes...but".
You will learn how to practice the Agreement Frame by listing out common objections and writing out responses until they become habitual. You will also be introduced to the SOM Model, which can be used to easily reframe any objection you might encounter.
In addition to these techniques, the course covers how to minimise objections being raised through techniques such as pre-framing and using "the whiny voice". By the end of the course, you will have mastered the art of responding to sales objections and be able to close more deals with confidence.
Who this course is for:
- This course is for anyone in business to business (B2B) sales and not happy with their results in handling sales objections
Instructor
- 4.0 Instructor Rating
- 2 Reviews
- 33 Students
- 3 Courses
Hi there, I'm Greg and I'm the owner of my website on "Selling and Persuasion Techniques" and author of two books on Amazon (a third book is coming this year)
I have been involved in sales, in one form or another, for 38 years. For the last 15 years of that, I have been involved in mentoring salespeople one on one, creating free sales advice on my website, and writing several books on sales skills. As you can see I have a desire to help other salespeople live a good life, free themselves of money worries and retire early just like I did.
HOW I TEACH SALES:
Although I prefer to teach sales face-to-face, in this course my training will mostly be a "talking head" superimposed over relevant slides. I will be speaking directly to you (like the one-on-one mentoring I prefer).
If you have any questions please submit them in the Q&A section. I'm happy to help!
MY BACKGROUND:
I sold B2B for almost 25 years mostly in Industrial sales of some form. I sold into many industries including paint, plastics, furniture, tanning, agriculture, rubber, construction, adhesives, inks, food, cosmetics, and veterinary. And I negotiated supply contracts to import goods into Australia from the USA, UK, Canada, Germany, Netherlands and Japan.
Naturally, I attended many sales training courses at home and overseas and I'm an avid reader of sales and management books. During my 25 years, I was trained in the Lee DeBois sales system, Consultative Selling, and Persuasion Engineering. I also obtained a Master Practitioner in NLP.
Being in sales is one thing but doing it well is another. I have sold as much as $ 8 million in a year (back in 1990-2003). My worst-ever result was 94% of budgeted sales and 99% of budgeted profit. I sold my way to a shareholding in the last company I worked for and was semi-retired at the age of 46.
My motivation during my sales career was to help companies achieve their desires. Over the years I have become more interested in helping salespeople rather than helping companies. My desire is to make the world a better, happier place one salesperson at a time.
I hope you join me on this journey. I loved selling and I love to watch people improve their skills. Hopefully, you’ll join me so I can help you improve your sales skills too.