Sales: Handling Objections

Course details

Even the most outstanding sales presentation can be met with objections. As a sales professional, your success hinges on your ability to respond to these concerns with confidence. In this course, instructor Dean Karrel digs into some of the most common objections that crop up throughout the sales process, explains how to prepare for them, and shares strategies for responding. Get a better understanding of the buyer and seller relationship, discover how to respond to buyers who object to the price of your service or product, learn what to say to a buyer who simply insists that "they'll get back to you," and more. Upon completing this course, you'll be better equipped to tackle this critical aspect of the sales process.

Concepts

0. Introduction

01 - How to respond to sales objections

1. Selling and the Sales Process - An Overview

02 - The buyer and seller relationship
03 - The presentation and the sales call
04 - A plan to handle sales objections

2. The Five Big Objections When Selling a Product

05 - How to develop your strategy for handling objections
06 - Sales objection one - Price or budget
07 - Sales objection two - Features, benefits, and trust
08 - Sales objection three - Decision-making process
09 - Sales objection four - Buyer doesn't want to change
10 - Sales objection five - No thanks or I'll get back to you
11 - Some of the many other sales objections

3. How to Manage Your Sales Focus When Facing Obstacles

12 - How to make the call in a stalled sale
13 - The five responsibilities of a sales professional

Conclusion

14 - The ongoing process

Sales: Handling Objections

Authors

Dean Karrel