The Essentials Series: Objection Handling in Sales

In the following 10 lectures we will dive into the essential aspects of Objection Handling in Sales. I promise that you will only receive valuable content, both in video and on slides. I’ve skipped all the unnecessary fluff, all the endless stories you know from Sales books – and kept the videos short and easily digestible. Let’s dive right into it, I don’t want to waste your time.

These are the 10 lectures:

1. Understanding Objections:We’ll begin with the basics. You’ll learn how to listen actively and understand the underlying concerns behind objections. This foundation will help in addressing them effectively.

2. Types of Objections:We’re breaking down common types of objections (price, value, need, urgency, trust) and how each should be approached differently.

3. Building Rapport: We’ll show how establishing a connection with the prospect can lower defenses, making it easier to handle objections.

4. Reframing Objections:We’ll explore techniques for reframing objections into opportunities for further discussion and exploration.

5. Effective Questioning Techniques:We will dive into the art of asking the right questions to uncover the real objection and how to use this information to steer the conversation.

6. Value Propositions:We willemphasize how to communicate the value proposition effectively, making sure the product or service is seen as a solution to the prospect’s problem.

7. Overcoming Price Objections:We’ll provide strategies for overcoming one of the most common objections: price. You will learn how to justify the cost with the value provided.

8. Closing Techniques:We’ll offer insights into various closing techniques that can be employed once objections are addressed, ensuring the conversation moves towards a sale.

9. Practice Scenarios and Role-Play:Let’s implement practical exercises where you can practice objection handling in a controlled environment, enhancing your skills through role-play.

10. Learning from Rejections:Finally, discuss how to learn from rejections and no-sales, using these experiences to refine techniques and approaches for future interactions.

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Frequently Asked Questions

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