Course Description

Overcoming Sales Objections - Online Training Course & Certification

£49.99 £199.99

(+ VAT)

Overcoming Sales Objections - Online Training Course - Certificate in Overcoming Sales Objections - Short Course

Experiencing a sales objection can be a disheartening event. Through this course your participants will learn how to eliminate the objection and push through to get that sale. Even the best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit.

Study method - Online, self-paced (6-12 study hours)

Course format - Online (24/7 access), modular

Course Duration - Part-time (1 year access)

Qualification - Certificate of completion

Course Delivery – via desktop PC/MAC, laptops, tablets or smart phones 

Awarded Body – IAOTS Accredited/CPD Standards

 Overcoming Sales Objections - Online Training Course - Certificate in Overcoming Sales Objections - Short Course - The Mandatory Training Group -

Course aims

Overcoming sales objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.

Course objectives

The objectives of this overcoming sales objections online course are to:

  • Understand the factors that contribute to customer objections.
  • Define different objections.
  • Recognize different strategies to overcome objections.
  • Identify the real objections.
  • Find points of interest.
  • Learn how to deflate objections and close the sale.

What’s covered in this course?

This online overcoming sales objections course covers the following:

Module One: Getting Started
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives
  • Action Plans and Evaluation Forms
Module Two: Three Main Factors
  • Skepticism
  • Misunderstanding
  • Stalling
  • Module Two: Review Questions
Module Three: Seeing Objections as Opportunities
  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy
  • Case Study
  • Module Three: Review Questions
Module Four: Getting to the Bottom
  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study
  • Module Four: Review Questions
Module Five: Finding a Point of Agreement
  • Outlining Features and Benefits
  • Identifying Your Unique Selling Position
  • Agreeing with the Objection to Make the Sale
  • Case Study
  • Module Five: Review Questions
Module Six: Have the Client Answer Their Own Objection
  • Understand the Problem
  • Render It Unobjectionable
  • Case Study
  • Module Six: Review Questions
Module Seven: Deflating Objections
  • Bring up Common Objections First
  • The Inner Workings of Objections
  • Case Study
  • Module Seven: Review Questions
Module Eight: Unvoiced Objections
  • How to Dig up the “Real Reason”
  • Bringing Their Objections to Light
  • Case Study
  • Module Eight: Review Questions
Module Nine: The Five Steps
  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Compensating Benefits
  • Module Nine: Review Questions
Module Ten: Dos and Don"ts
  • Dos
  • Don’ts
  • Module Ten: Review Questions
Module Eleven: Sealing the Deal
  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • The Power of Reassurance
  • Things to Remember
  • Module Eleven: Review Questions
Module Twelve: Wrapping Up
  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations

What is a sales objection?

The word "no" can be a tough pill to swallow.

In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills when, in fact, it should be the exact opposite.

A sales objection is an explicit expression by a buyer that a barrier exists between the current situation and what needs to be satisfied before buying from you. Beyond that, it's an indication that the buyer is engaged, which sure beats apathy.

Why choose our online training courses?

All our e-learning courses can be accessed on any electronic/computerised device. You can study at work or at home, in your own time and at your own pace!

  1. Easy to follow and understand
  2. Only 6-12 hours recommended study time
  3. 1 year access to course & learning materials
  4. Access your course anytime, anywhere & on any device
  5. Complete course on desktop computer, laptop, tablet or smartphone
  6. Additional references and downloadable materials available
  7. Certificate (IAOTS Accredited)

Course accreditation

  1. The content of this online training course has been independently certified as conforming to universally accepted Continuous Professional Development (CPD) guidelines.
  2. All our online courses are accredited and internationally recognised by the International Association of Online Training Standards (IAOTS).

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    Overcoming Sales Objections - Online Training Course & Certification

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