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Closing More Sales: How to Overcome Sales Objections

Learn how to plan and prepare for objections, address customer concerns, reduce the number of objections you encounter
4.0 (7 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
2,112 students enrolled
Last updated 4/2016
English
$10 $40 75% off
2 days left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1 hour on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
Understand What Objections Are all about and Why Customers Must Object
How to Overcome Objections
How Handle Objections through a Universal Strategy
How to Use Specific Strategies to Handle Objections
Learn how to Build Credibility with your Clients
Manage your First Impression
How to overcome “The Competition” objection
How to Use your USP to overcome the competition Objection
How to identify the most frequent objections you encounter
How to develop appropriate responses to handle objections
How to disarm objections with proven replies that will get the sale back on track
How to recognize when the prospect is ready to buy
How working with your sales team can help you overcome objections
How to overcome the most frequent objection: The Price Objection
Understand the Critical Communications Skills that will lead to less objections and more Closings
Understand and use top advice for Active Listening and how it reduces Objections
How to become a Better Listener
How to use powerful Questions to respond to Objections
Understand the Purpose and use of the Clarifying Questions
What are Observation Skills and How to Use them to Reduce Objections
How to use Customer Complaint to build more Credibility
Adopt the right attitude to Handle Customer Complaints
How to Set yourself and your company Apart from the competition
Some Closing Technics to help you finalize the deal
15 Activities to make you more successful at closing the sale
View Curriculum
Requirements
  • No prior knowledge required
Description

If you are like most sales professionals, you are always looking for ways to overcome customer objections and close the sale. This course will help you to work through objection effectively. How to plan and prepare to handle and overcome objections so that you can address customer concerns, reduce the number of objections you encounter and improve your averages at closing sales and raise your targets.

Learn and Master a Comprehensive Approach to Overcome Objections and Nail the Sale.

  • Build Credibility
  • Use Your Competition
  • Master Critical Communication And Observation Skills
  • Handle Customer Complaints to Overcome Objections
  • Overcome And Handle Objections
  • Resolve Pricing Issues
  • Understand the Buying Signals
  • Close the Sale

Every Salesperson must meet objections. Mastering how to Overcome Objections is a must to close more sales and increase your income.

Sales professional understand that overcoming objections is a process that starts from the minute you meet the customer or start your presentation. They know it is not just a simple answer to a question or to a negative comments.

Understanding the process and the factors that build up to manageable objections is a must. It is important that you learn all the elements that you must adopt and practice to get to a situation where objections are overcome easily and the customer goes for the buy.

A step by step Comprehensive approach to overcoming objections:

You will start with the most important topic of building credibility. You will learn what affects your credibility and how to establish it with your customer.

Since there is always the question: Why will I buy from you and not your competitor, you will be guided to understand how to use the competition to even build more credibility.

The topic of being a good listener is deigned here to give you the important traits of a good listener in a sales environment. It will also lead to how capture and understand complaints and why it is important to deal with complaints and the confidence it creates within your sales pitch.

How to handle and overcome objections is the core of this course. First you will start by understanding what objections really represents and why they are always a must for the sale to happen.

When you complete the course you will have the ability to resolve any objection even the most common and dreaded one: The Price Objection.

With my 30 years of experience in business and sales and with the experience I gained from the Ultimate Results Training Company I own, you are sure to gain a powerful system to handle objection. If not you money back guaranteed.


Who is the target audience?
  • We are always selling something: - to our children, our parents or friends and to our customers. Objections are mandatory. They are always there and they always need to be overcome. This course is for anybody in sales and wants to have a practical solutions and the right skills and attitude to handle objections and close the sale.
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Curriculum For This Course
Expand All 27 Lectures Collapse All 27 Lectures 56:10
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What you will be learning
1 Lecture 01:05

A one minute guide to what will covered in this course

Preview 01:05
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Building Credibility
2 Lectures 03:30

Gaining Credibility is most important and it starts with the first impression.

Preview 02:16

A simple exercise to establish credibility

Exercise to Create Strong Credibility
01:14
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Talking about the Competition
2 Lectures 03:42

Learn how to use the competition to your advantage

Preview 01:20

Learn how to set yourself and your company apart

Competitor Analysis & Identifying Your USP
02:22
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Critical Communication Skills
5 Lectures 11:31

This lecture will show you the first step to active listening

Preview 01:51

How to respond to feelings - Reading Cues and much more to become a better listener

Active Listening Elements
02:54

How 6 tips, when followed, can change the way people perceive you.

Tips for Becoming a Better Listener
01:41

Learn what are powerful questions and how to use them

Preview 03:14

Learn Essential Questions to understand your customer and his or her objection

Clarifying Questions
01:51
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Observation Skills
2 Lectures 04:08

A keen ability to observe your surroundings and better understand a situation is another useful skill to have.

Looking for Clues
02:43

Reading People, your posture and your grooming will affect objections... See how

Observations for you
01:25
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Handling Customer Complaints
2 Lectures 04:41

Learn How . You can present with more confidence when you resolved customer complaints

Preview 01:47

An exercise to self analyze your attitude to resolving complaints

Analyzing Your Complaint Handling Performance
02:54
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Overcoming Objections
2 Lectures 04:16

Learn why and how customers use objections

What Are Objections
01:52

Learn how to stay in check when a client raises an objection

Attitude Check
02:24
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Handling Objections
3 Lectures 07:02

A strategy you can use in any situation

The Universal Strategy
01:39

A Practical Example for the Universal Strategy
01:30

Here are certain proven techniques that you can use to handle specific objections

The Specific Strategies
03:53
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The Dreaded Pricing Objection
2 Lectures 04:23

Price is often the most common one and usually the most difficult one to handle. How do you deal with it.

Handling Pricing Objections
01:27

Instead of being tempted to automatically drop your price, here are some options to manage this objection.

Managing Pricing Objections
02:56
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Team Work
1 Lecture 01:51

Learn how working with your fellow salespeople can help you become even better at managing and overcoming objections

How Can Team Work Help You
01:51
3 More Sections
About the Instructor
3.8 Average rating
40 Reviews
4,238 Students
4 Courses
Entrepreneurship Specialist, Management Consultant, Coach

Ultimate Results Group is the Creation of Louay Zambarakji. An Avid Entrepreneur with diverse skills and passionate coach and mentor.

From 30 years plus of business experience, more than 15 years experience in training people to succeed in their personal life, career and entrepreneurial undertakings and as an avid entrepreneur, Louay believes that the right personal development is fundamental to accomplishing the very best in anything that one is committed to, passionate about and driven to achieve.

The personal development concept comprises; managing one's emotions, always being in an up state, creating empowering beliefs, increasing one's mental energy, surmounting internal and external challenge and so much more.

Mastering, training and practicing this concept and NLP immensely augmented his personal success and wealth while studying, understanding and modelling successful people gave him deeper and invaluable insight into diverse personal and professional realities.

Passionate about helping others find and claim their most fulfilling lives, Louay trained a large number of staff - who became a workforce of massive output and consequently grew business bigger and better. This outcome fuelled his desire to help more people live life without restriction, without limitation, exceeding all expectations negative or otherwise, by inspiring them to personal success.

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