Sales Objection Training: Overcoming Objections In Sales

We hold training sessions Australia wide specifically in Perth, Melbourne, Adelaide, Darwin, Gold Coast, Brisbane, Sydney, Canberra, and Parramatta.

Hearing about someone objecting to what you’re selling can be very difficult; it seems as though you need to pull out all the stops just to reel that objectionable customer in as pressure mounts on both the company and yourself. Having too much of it can even make you question your capacities as a salesperson entirely, and we totally understand this. After all, the need to sell products is as important as selling yourself.As such, we have designed a training session that will allow you to hone your selling skills and overcome objections in sales.

If you are a salesperson, then you are acutely aware that you will encounter objections; after all, the customer is not just some drone, they want to reach more informed decisions. However, this is nothing to panic about; our training session will help you anticipate and reduce these objections and turn you into a more successful, more authoritative sales person. Not only that, you can even combine this session with our other training sessions and help you become the super-duper salesperson every company wants.

Mastering these skills will allow you to turn even the most probing of consumers into loyal customers, and you may even find the idea of overcoming objections enjoyable and challenging. For more details on how we can help or to book in a training session, please feel free to contact us.

Contact us for more information or to book your team’s session!

Identify the Steps you can Take to Build your Credibility

Credibility can be built. In the first part of this session we discuss the issue of credibility and find out exactly how individuals define credibility. Our trainer will provide some assistance to all staff to help them be able to build the credibility needed to succeed at sales.

Identify the Objections that you Encounter most Frequently

We discuss with participants the common objectives they encounter. As we train professionals in many different areas, we are able to provide real solutions that work. The trainer provides 10 basic strategies in use today that help identify objections.

Place the objection on the table and you can also remove (Control the objections)

By bringing up the objection the way you wish, you also have the opportunity of removing it from the sales process. The real issues come up when the client brings up the objection. If you are unable to rectify it still stands on the table. Our trainer shows the sales team how to bring up their own objection effectively to then be able to remove them when needed.

Develop Appropriate Responses when Prospective Buyers Throw you a Curve

There will be curve balls all through the objection and negotiation stages of a sale. Learn how to deal with these curve balls and also enjoy knowing you have some scripted responses that will help solve these issues when they occur.

Learn 10 Objection Handling Systems that will Overcome Objections Every Time

10 objection handling strategies that the professionals use all the time. Try and stump our trainer with an objection to see the 10 objection handling techniques in action. Highly interactive and enjoyable activity.

Learn Ways to Disarm Objections with Proven Rebuttals that get the Sale Back on Track

Disarming objections will help you keep your sales process on track. Do not ignore as these objections may stop you from enjoying the results of a sale. Disarming objections will help increase the results as you work through one by one.

Learn how to Recognize when a Prospect is Ready to Buy

Reading the signals is as important as learning the sales process. Many sales people will fail to see the signals and keep on going through their spiel or script and the sales process. Our trainer will help participants identify the key signals that customers/clients will send to you through the sales process.

Understand how working with your sales team can help you succeed

Your sales team can help you also. Working together can assist you and your team to get better results. We develop participants to learn just how their co-workers contribute to their success.

Sales Objection Training: Overcoming Objections In Sales Outline

Specific Learning goals for participants include:

  • Identify the actions you can take to build your credibility.
  • Identify the objections that you encounter most frequently.
  • Develop appropriate responses when Prospective buyers throw you a curve.
  • Learn strategies to disarm objections with Proven rebuttals that get the sale back on course.
  • Learn to recognize when a prospect Is prepared to buy.
  • Describe how working with your earnings Staff can help you succeed.

Course Overview

Students Will have a chance to identify their personal learning goals. Participants spend the first part of the day discussing what’s going to take place during the program.

Building Credibility

This session will discuss ways that participants can build their authenticity, such as first impressions, look, presentations, and testimonials.

Your Competition

Why Talk about the contest? Because sooner or later every individual in sales has to know about how others are offering similar services and products. This session will discuss what research to do and how to take advantage of it.

Critical Communication Skills

During This session, participants will learn how to ask good questions and listen effectively — two skills which are crucial to handling objections.

Observation Skills

A keen ability to observe your environment to better understand a situation is another helpful skill to possess, and participants will have the chance to work on it through this session.

Customer Complaints

This session will examine how customer complaints and how they could actually make anyone a better salesperson

Overcoming Objections

Once Participants have some basic skills and concepts mastered, they’ll explore what an objection is. They may also work in small groups to identify their most frequently encountered objections and they’ll brainstorm strategies to react to them.

Handling Objections

During this session, participants will some fundamental techniques to answer objections, such as the Identify — Validate — Resolve strategy. Participants will also learn about nine specific objection handling strategies, such as the Boomerang, FFF, and Show Your Hand.

Pricing Issues

This session provides participants ways to tackle the most common objection: cost.

How Can Teamwork Help Me?

Many Sales people treat their staff as competition. This session will explore how teamwork can make you a better salesperson.

Buying Signals

During this session, participants will discover how to understand when the purchaser is prepared to close.

Closing the Sale

This session will look at a number of different closing methods and the top fifteen actions which make someone successful at closing the purchase.

Course Wrap-Up

At the end of the day, students will have a chance to ask questions and fill out an action plan.

Additional Modules and Sample Sections

Identify the Steps you can Take to Build your Credibility

As a salesperson, one of the most important things you need to build is a sense of credibility. You need to present yourself not just as a seller, but as an authoritative figure, able to answer whatever queries the consumer may have about your company and your product and command a sense of respect from the consumer. Our trainer will gladly help you obtain a sense of credibility through our training session.

Identify the Objections that you Encounter most Frequently

Consumers often have very similar questions and objections in mind, and it is extremely important to note these objections to allow yourself some room to anticipate more difficult ones. If nothing else, think about how efficient you’ll be in knowing that you can handle most objections far more quickly. Our trainer will navigate you through the most common objections and help you become a more efficient salesperson.

Place the objection on the table and you can also remove (Control the objections)

Bringing up potential cons may sound counter-intuitive when selling your product, but in reality, being able to pre-empt objections and bring them to the proverbial (or literal) negotiating table means the ability to eliminate some preliminary doubts in consumers’ minds– maybe even all of their doubts, if you’re lucky. More importantly, they allow you the opportunity of implying to the consumer that you understand your product and they can trust your judgment. Conversely, inability to pre-empt objections may dissuade potential customers. As such, our trainer will help you find ways on how to pre-empt key objections.

Develop Appropriate Responses when Prospective Buyers Throw you a Curve

Some prospective buyers can be quite off-putting as they can deviate you from the discussion on sales entirely. Often, the tendency for red herring can delay both you and your customer from getting to a desired outcome; not that we would disapprove if what you’re selling is herring, of course. We’re just saying that conversations can be derailed when customers do unexpected things or make unexpected objections.

The ability to deal with such objections when they occur is vital in putting both you and the consumer back on track. Even better, you can even make scripts for when they do occur as we navigate you through some of the common ways a sales pitch could be derailed. Our trainer will give you the opportunity to be able to anticipate most of these curve balls and help you establish more friendly relations with the consumer.

Learn 10 Objection Handling Systems that will Overcome Objections Every Time

As a salesperson, whenever you’re beset with difficult objections, you feel like you need to let the professionals take over, but how about when they’re not there to help you out? Don’t worry; we can help you become such a pro yourself! Through our training program, we’ll teach you 10 key techniques on how to turn that consumer’s proverbial iron fist into a shaking hand. You may even test it out on our own trainer, if you’re feeling tough. We promise high levels of enjoyment through our fun and interactive activities.

Learn Ways to Disarm Objections with Proven Rebuttals that get the Sale Back on Track

The art of argumentation is one of the greatest arts in any civilized society, and it is no less important in the art of selling products. Here, we do not practice sophistry; we help ensure that salespeople can think critically and find ways to disarm potential objections with sensible, proven rebuttals. Our trainer will help you establish yourself as not just any salesperson, but a critical one able to persuade consumers to make informed, well-thought out decisions.

Learn how to Recognize when a Prospect is Ready to Buy

Learning how to recognize the signs that a prospect is willing to buy is extremely important, as it can make the difference between them feeling that they’re engaging in actual conversation or leaving disappointed after realizing they’ve been talking to a robot going over their own mental scripts (unless you’re R2-D2; in which case, continue, you adorable piece of metal). Our trainer will definitely help you look out for those signs and achieve a fruitful sales pitch.

Understand how working with your sales team can help you succeed

Having a sales team at your back can be extremely handy when you feel alone in making that sales pitch. They know what it feels like to handle such objections too, and you know you have to look out for each other, but how do you coordinate with them and obtain better results? Our trainer will help you find the answer and turn you into a stunning team-player.

Customised Training Session For Teams (Included No Charge)

Our training course content is ready for the customisation service. This customisation service is absolutely free of charge, and is availablewith any team training booking. The service extends especially to the educational tools provided as content in the training course, such as activity booklets, special tools, and more. Our team can customise anything in the workbook to suit your requirements. Customised training makes more of an impact and helps your employees connect with the written material.

In-House Customised training benefits:

  • Flexible length – You choose the length of the session
  • Highly Effective Team/Industry Specific
  • Certificate of Completion (Professional Grade)
  • Create a Team Building environment
  • Cost effective – Group rate discount
  • Printed courseware (No need to download or use an App to read)

Creating Content (Contact us for Quotation)

One of our stronger points as a team is how we are prepared to respond to the requests of our clients. One of those requests from our clients is for a service that lets them have control over their very own training course content. If our clients do not find the course subject they want in our collection of topics, they can ask for such a course to be made and full ownership can be provided to them. Whenever a client lets our team know about a specific topic they want, we get right to work creating that training course content for our client. Contact us today to find out more about how we can create a workbook and courseware for you.

Instructor Led Online

Download Certificate of Completion $495 inc GST
Printed and Posted Certificate of Completion $515 inc GST

Paramount Training and Development’s online trainers are available to give individuals or groups of learners’ assistance with the full workbook and course structure. Set the date with us and we’ll take care of the rest. We provide logins to the web conferencing system and we meet you online. Individual coaching and training at your convenient time. Book below or call us for more information.

Online Self Paced

Download Certificate of Completion $69 Inc GST
Printed and Posted Certificate of Completion $89 Inc GST

Paramount Training and Development has content accessible online for your immediate learning. You can also learn at your own page and access, or interact with content within the online courseware. Great for the busy person or f learner to pace themselves or for upskilling whenever needed. Certificate of completions are available by purchasing the professional posted certificate option.

Get Information or Quotation For Your Team

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