Sales Objection Jiu-jitsu
3.0 (2 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.
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Sales Objection Jiu-jitsu

This course covers a variety of techniques for handling objections or resistance and a menu of closing techniques.
3.0 (2 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.
3 students enrolled
Last updated 6/2017
English
Curiosity Sale
Current price: $10 Original price: $25 Discount: 60% off
30-Day Money-Back Guarantee
Includes:
  • 1 hour on-demand video
  • 2 Articles
  • 2 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • 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.
View Curriculum
Requirements
  • No prerequisites or advanced preparation are required. It is recommended that participants complete the related course Consultative Selling Success.
Description

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.

Who is the target audience?
  • Anyone interested in Sales, Marketing or related areas.
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Curriculum For This Course
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Introduction
6 Lectures 44:33



Gaining Commitment - Closing Techniques
04:34

Negotiating Tactics
03:26

Learning Objections to Gain Commitment Continuous Play
22:15
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Supporting Materials
2 Lectures 00:03
Slides: Leveraging Objections to Gain Commitment
00:01

Leveraging Objections to Gain Commitment Glossary/Index
00:01
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REVIEW TEST
0 Lectures 00:00

Review Questions: Leveraging Objections to Gain Commitment 

REVIEW QUESTIONS
2 questions

Final Exam: Marketing Basics

FINAL EXAM
3 questions
About the Instructor
Illumeo Learning
4.2 Average rating
67 Reviews
627 Students
166 Courses
Condensed and Efficient Courses for Busy Professionals

Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job.

Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination.

Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.

Joan Capua (Illumeo)
3.0 Average rating
2 Reviews
3 Students
1 Course

Joan Capua is a Talent development professional with deep cross functional experience adept at building environments that engage individuals and teams in sales and enable them to exceed their desired performance goals.

Cross functional experience adept at building environments that engage individuals and teams and enable them to exceed their performance goals

Business partner and performance consultant providing expert support, guidance and solutions to all disciplines and levels of the organization

Passionate about creating, customizing and facilitating dynamic programs with thoughtful incorporation of organizational mission and individual needs. 

Skilled in neutralizing and facilitating challenging interventions. 

Expertise in:
Leadership Development
Executive Coaching
Time & Productivity Management
Presentation and Public Speaking
Interpersonal Communications
Consultative Selling
Value Added Negotiations
Team Development
HR Policy & Practices
Diversity and Inclusion