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
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Instructed by Ultimate Results Business / Sales
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  • Lectures 27
  • Length 1 hour
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 10/2015 English

Course 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.


What are the requirements?

  • No prior knowledge required

What am I going to get from this course?

  • 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

What 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.

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: What you will be learning
01:05

A one minute guide to what will covered in this course

Section 2: Building Credibility
02:16

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

01:14

A simple exercise to establish credibility

Section 3: Talking about the Competition
01:20

Learn how to use the competition to your advantage

02:22

Learn how to set yourself and your company apart

Section 4: Critical Communication Skills
01:51

This lecture will show you the first step to active listening

02:54

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

01:41

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

03:14

Learn what are powerful questions and how to use them

01:51

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

Section 5: Observation Skills
02:43

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

01:25

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

Section 6: Handling Customer Complaints
01:47

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

02:54

An exercise to self analyze your attitude to resolving complaints

Section 7: Overcoming Objections
01:52

Learn why and how customers use objections

02:24

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

Section 8: Handling Objections
01:39

A strategy you can use in any situation

A Practical Example for the Universal Strategy
01:30
03:53

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

Section 9: The Dreaded Pricing Objection
01:27

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

02:56

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

Section 10: Team Work
01:51

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

Section 11: Buying Signals
01:18

How will you know when your client is ready to buy? Learn about the signals to watch for.

00:50

How to use your Intuition to uncover buying signals

Section 12: Closing the Sale
03:23

Learn few closing sales techniques and how to apply them

01:55

The Big List...

Section 13: In Conclusion
Summary - Putting it alltogether
02:35
Test what you learned
10 questions

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Instructor Biography

Ultimate Results, 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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