Handling Objections

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Each of the five courses will take a deep dive into a specific customer objection situation.   This series is a great tool for people in a sales role for the first time or people who want to fine tune their objection handling skills.

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Part 1- Handling Objections: Handling Objections Basics
Begin self-paced component package.
Begin self-paced component package. You're not really selling until you hear the word "no." Until then, you're only giving a presentation. "No" is where the real dialogue begins. In this series of programs, we'll talk about the different objections you hear in sales, and how to overcome those. In this course, we'll briefly review the basic sales process and sales psychology. Then we'll go over the four categories of objections and how to react when a customer initially rejects what you're offering. We'll also discuss the importance of identifying and categorizing objections when you hear them.
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Part 2-Handling Objections: Defeating Stalls
Begin self-paced component package.
Begin self-paced component package. "Let me sleep on it." "I need to talk it over with my boss." I bet you've heard these once or twice. When they don't say yes, and they don't say no, they're stalling. In this course, we'll talk about how to defeat sales stalls. We'll discuss the different stall tactics customers use. We'll also go over the various objection types and how to get around them to avoid a stall.
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Part 3- Handling Objections: Doubt
Begin self-paced component package.
Begin self-paced component package. Doubt is when your customer doesn't believe what you're telling them. Usually they think it sounds too good to be true or they've heard something different from somewhere else, maybe from a competitor. How do you battle this objection? It's not always easy getting someone to believe you. Let's take a look at this doubt objection, and talk about how to overcome it, should you experience this with one of your customers.
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Part 4 -Handling Objections: Misunderstanding
Begin self-paced component package.
Begin self-paced component package. "The worst distance between two people is misunderstanding." Unknown It's terrible to be misunderstood, particularly when it impacts your livelihood. If the customer misconstrues the data you've provided, or the client simply doesn't fully understand what you're offering, how do you clear that up and overcome a misunderstanding objection? That's what this course is all about.
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Part 5 - Handling Objections: Indifference
Begin self-paced component package.
Begin self-paced component package. Indifference is a tricky objection to overcome. Essentially, the customer doesn't need (or think they need) what you're selling, because you don't fully understand their unmet need. In this course, we'll talk about how to uncover unmet needs to overcome indifference objections. We'll also review sales psychology, identifying and prioritizing objections, and buying signs you need to pay attention to.
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Part 6 -Handling Objections: True Negative
Begin self-paced component package.
Begin self-paced component package. A true negative objection is defined as simply that: a truthfully negative component to your offering. "You're more expensive." "The competitor can deliver quicker than you." "Your warranty isn't as long as the other guys." Ouch. How do you overcome these objections that are brutally accurate? In this course, we'll do a quick review of sales psychology, then dive into true negative objections and how to defeat them.
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RSPA Academy Course Evaluation
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Course Credit
6 eLearning Points credits  |  No certificate available
6 eLearning Points credits  |  No certificate available
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