Essential Selling Skills Session 11 – Handling and Preventing Objections ($35, 29 minutes, on-demand) All salespeople encounter objections but the best sales professionals respond more effectively. They follow a process that increases the likelihood that the customer’s concerns will be addressed and that the sale will move forward. Participants will learn how to respond to different types of objections, notably with a lot of practical examples. You also will become better at preventing and minimizing the likelihood that customers will express objections by avoiding mistakes that average sellers make. A downloadable planning form is included so that you can practice how to respond to the most likely objections that you may encounter.
The video, downloadable handout, downloadable planning form, and quiz will improve your ability to handle and prevent objections, including how to:
- Anticipate when objections are most likely to occur during the sales process
- Vary your response based on the type of objection; for example, how you respond to “I’m satisfied with my current provider” should be different than your response to “your price is too high.”
- Utilize a 4-step process for responding effectively to all objections
- Minimize the likelihood of objections by not making common mistakes such as talking too much or using high-pressure closing techniques
- Use a planning form to prepare and practice for the objections that you are most likely to encounter
Essential Selling Skills Session 11: Handling and Preventing Objections is the eleventh of twelve online learning modules in the Essential Selling Skills Series.
Your registration provides 6 months access to practical skills-based online training, on your schedule, at your location.
The instructor is available to answer questions at firstname.lastname@example.org or 781-934-0900.
The entire Essential Selling Skills series includes almost 6 hours of training divided into 12 sessions, each about 30 minutes in duration. The series includes a 1 year subscription for the discounted price of $299. Session 1 is free, so use it as a no-cost way to preview the entire series.
Bill McCormick is the founder and president of Sales Training And Results, Inc. (STAR), a firm specializing in customized sales training and consulting. Bill has over 20 years of experience consulting managers and coaching sales executives and professionals. He is the primary author and developer of STAR's customized sales and management workshops.
Prior to founding STAR, he was Vice President of Marketing for an international consulting and training company. Bill was responsible for managing their entire sales and marketing effort, including an international network of licensees, and doubled their sales volume in four years. Prior to that, Bill held positions in sales, sales management, and marketing for a Fortune 25 firm.
Bill earned his M.S. degree in Business Administration from Johns Hopkins University and a B.S. degree from Rensselaer Polytechnic Institute. He also is on the Corporate Education Group (Boston University) faculty.