Sales Cycle: Embracing Objections

Module Objectives:

• Identify cues to uncover underlying objections.
• Identify different categories of objections
• Anticipate doubts common to various buyer types
• Ask open and closed-ended questions to clarify and resolve
• Reframe objections to communicate benefits in the big picture.
• Test for agreement to maximize closing effectiveness Bridge back to FAB statements to reemphasize value.

Field Work:

• Identify the three most common objections you currently encounter with three accounts.
• Prepare and use a set of 5 clarifying questions to uncover additional information leading to the objections.
• Use the clarifying questions with three accounts

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Online Sales Training Modules
Sales Planning Cycle:	Prospecting Cycle:
The Complete Sales 2.0 Game Plan	Planning Your Pipeline
Time and Territory Management	Prospecting Skills
Introduction to Customer Financials	Getting Past the Gatekeeper
Advanced Customer Financials	Effective Voice Mails
Sales Cycle:	Presentation Cycle:
Sales Psychology	Structuring Your Message
Why Buyers Buy	Outstanding Verbal Techniques
Initiating the Sales Conversion	Handling Q&A
The Solutions Customers Want to Buy	Presenting Over the Web
Up Selling/Cross Selling	Negotiation Cycle:
Embracing Objections	The Five Phases of Negotiation
Handling Customer Conflict	Creative Concessions To Close the Sale
Closing Strategies That Really Work	Neutralizing 10 Negotiation Tactics
Unlock the Power of Referral Selling	Neutralizing 10 More Negotiation Tactics
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