If you are like most sales professionals, you are always looking for ways to overcome customer objections and close the sale. This course will help you to work through objectives effectively. We will help you plan and prepare for objections so that you can address customer concerns, reduce the number of objections you encounter, and improve your averages at closing sales.

If we want to build our credibility with other people, we have to first of all be credible to ourselves. That means selling ourselves on our products or our services first.  

If you believe you are selling a good product, or offering a valuable service, you won’t have much difficulty selling that product or service to other people. Your body language (open, confident) and your tone of voice (positive, enthusiastic, pleasant) will tell them that you believe in what you are selling.

In this session, we will introduce you to a few basic ideas that can help instill confidence in yourself. You will then be able to convey confidence to prospective and current clients.

Sooner or later every person in sales has to be aware of the fact that others are offering similar products and services. Often there isn’t a great deal of difference between the products and services you offer and those of your competitor down the street.

In this session, we offer advice on how you can stand out from the crowd and distinguish your products from the competition’s. You will also learn about the importance of identifying your USP: Unique Selling Point.

If you want to be prepared for handling objections, you should be an exceptional communicator. This means being a good listener and good at asking questions so you understand your clients and their needs.

In this session, we will present some vitals tools for building strong communication skills. These fundamental skills will enable you to handle virtually any objection. As a bonus, you will find yourself connecting on a deeper level with those around you.

A keen ability to observe our surroundings to better understand the situation is another useful skill to have. Our interpretation of these observations allows us to quickly adapt our sales approach with our customer or prospect.

In this session, we will introduce you to some of the non-verbal cues people make. You will also learn some ways to pick up on these clues and how to interpret them. These clues can also help you ensure that your body language sends a positive message.

You represent your company, and your products and services. Customers want to know you will be there for them when they need you, and that you will go that extra mile to help them when they need you.

In this session, you will learn how you can find complaints, resolve them, and then use this experience to make your sales pitch stronger. You will also explore your current approach to your customers (and their complaints) and identify areas for improvement.

Dealing with objections sometimes feels like the salesperson’s worst nightmare. However, when you are prepared and know your products and services, responding to objections can be another way to reinforce the value of your offerings.

In this session, we will learn what objections really mean. You will also learn some new ways to look at objections: not as a rejection, but as a chance to shine and point out the real value of your product. At the end of the session, you will have an opportunity to review your pre-assignment and identify ways to improve how you handle your toughest objection.

There are certain proven techniques that you can use to handle specific objections, as well as general strategies that work in almost every case. It’s helpful to have a big stockpile of rebuttals so that you can customize your approach depending on the situation.

In this session, we will cover techniques that will help you overcome nearly any objections in any circumstance and ensure that you nail the sale. As you work through this material, think about what strategies you would be comfortable using and how you might employ them.

Of all the objections salespeople hear in the run of a day, price is often the most common one and usually the most difficult one to handle. In practice, price is rarely the true outstanding issue. When you don’t know much about what you are buying, you buy price. Part of your job as a sales professional is to educate clients about what they pay for when they buy your product or services.

In this session, you will learn some ways to prevent this objection and successfully handle it if it does arise. Remember, the best approach to handling any objection is to do your research, be prepared, and have strategies that you are comfortable using.

There’s an old saying that goes, “Two heads are better than one.” This holds true in sales, too! And if you want to increase your selling power, three heads are better than two, and four is even better!

In this session, we’ll talk about how working with your fellow salespeople can help you become even better at managing and overcoming objections. You’ll also think about past experiences and consider how to become more of a team player back in your workplace.

How will you know when your client is ready to buy? It’s not an exact science, that’s for sure! It takes several types of skills (like observation skills that we discussed earlier), a lot of practice, and a little bit of luck.

In this session, we will talk about some signals that you can watch for that might indicate that your client is ready to buy. Then you’ll think about what to do next and how to seal the deal.

There are all sorts of techniques out there for closing a sale. You need to have a thorough understanding of a few of these techniques that work for you, your product, and your clients. This way you can customize the closing approach for any situation.

In this session, we will cover some of the most common techniques, including direct questions, the Ben Franklin approach, and the “leave it with them for the weekend” close. We’ll also explore the importance of persistence and 15 activities you should focus on to help you nail the sale.

Now that you have completed this course on Overcoming Objections to Nail the Sale, how will you use the things you have learned? Creating a personal action plan can help you to stay on track, and on target. When you take responsibility for yourself and your results, you get things done. This final exercise is a way for you to synthesize the learning that you have done, and to put it into practice.

In this session, you will be asked questions to help you plan your short-term and long-term goals. By reflecting on where you currently are and where you want to be, you can solidify, in your mind, what you want your future to hold.

Congratulations! You have completed the course "Overcoming Objections to Nail the Sale."

In this course we started by discussing the importance of establishing credibility and how that leads to your customer trusting you. We also took a look at the competition and reminded you to look at them and their strengths only very briefly, and then move on thinking about your own business. We discussed communication skills and observation skills. We then explored customer complaints and objections, and pricing issues — what to do about them and how to handle them. We discussed how teamwork can help you succeed. And finally we looked at customer buying signals and also how to close a sale.

Twenty years from now you will be more disappointed by the things you didn't do than by the ones you did do. So throw off the bowlines. Sail away from the safe harbor. Catch the trade winds in your sails. Explore. Dream. Discover.
— Mark Twain

Victory is sweetest when you've known defeat.  
— Malcolm Forbes

Warriors take chances. Like everyone else, they fear failing, but they refuse to let fear control them.  
— Ancient Samurai Saying