In the following 10 lectures we will dive into the essential aspects of Objection Handling in Sales. I promise that you will only receive valuable content, both in video and on slides. I’ve skipped all the unnecessary fluff, all the endless stories you know from Sales books – and kept the videos short and easily digestible. Let’s dive right into it, I don’t want to waste your time.
These are the 10 lectures:
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Understanding Objections: We’ll begin with the basics. You’ll learn how to listen actively and understand the underlying concerns behind objections. This foundation will help in addressing them effectively.
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Types of Objections: We’re breaking down common types of objections (price, value, need, urgency, trust) and how each should be approached differently.
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Building Rapport: We’ll show how establishing a connection with the prospect can lower defenses, making it easier to handle objections.
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Reframing Objections: We’ll explore techniques for reframing objections into opportunities for further discussion and exploration.
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Effective Questioning Techniques: We will dive into the art of asking the right questions to uncover the real objection and how to use this information to steer the conversation.
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Value Propositions: We will emphasize how to communicate the value proposition effectively, making sure the product or service is seen as a solution to the prospect’s problem.
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Overcoming Price Objections: We’ll provide strategies for overcoming one of the most common objections: price. You will learn how to justify the cost with the value provided.
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Closing Techniques: We’ll offer insights into various closing techniques that can be employed once objections are addressed, ensuring the conversation moves towards a sale.
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Practice Scenarios and Role-Play: Let’s implement practical exercises where you can practice objection handling in a controlled environment, enhancing your skills through role-play.
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Learning from Rejections: Finally, discuss how to learn from rejections and no-sales, using these experiences to refine techniques and approaches for future interactions.
