Closing the Sale - Objection Handling Training

Overcoming Objections Closing the Sale… Course Outline

Course Overview

Objections are not no they're chances in a concern disguise. In this extensive sales training program, we show you how to tackle objections, going from hesitation to confidence, and worry into a closed sale! Based on over a decade of real life Australian Business experience, we give professional and successful methods that WORK in today's competitive world.

(relatedTraining) The training goes beyond old fashioned pressure tactics and stresses genuine relationship building and problem solving. That's because participants discover how to view objections as "buying signs" rather than stop signs, and how to respond to objections honestly without losing their prospects' trust or goodwill.

Attendees leave with the tools necessary to professionally and effectively handle any objection in any situation. This highly interactive training program uses real world application and proven frameworks to give attendees the confidence they need to overcome objections. The program focuses on psychology of objections and responding in an empathetic manner rather than becoming defensive.

Curriculum Based Learning Outcomes

Upon successful completion of the course, participants will be able to:

Foundation Knowledge:

Name and class leading five different types of sales' objections.

Differentiate between real concerns and knee jerk reactions.

Acknowledge the resistance as a sign of buyer interest, not disinterest

Use decision making psychology for objections

Practical Application Skills:

Use the CARE method (Clarify, Acknowledge, Respond, Engage) to manage objection systematically

Turn price objections into value based discussions

Overcome Timing Objections and Keeping Your Pipeline and Sales Moving Forward

Manage several objections in one conversation without losing composure.

Advanced Techniques:

Write natural, conversational industry niche objection responses.

Discover underlying objections beneath the surface with well timed probing questions

Timing when to confront a resistance vs acknowledge & circle back

Stay professional and project confidence in difficult conversations

Relationship Management:

Establish confidence with open objection management.

Maintain relationships over time when sales don't come through right away

Gently walk your prospects through their decision deciding process

Generate win win solutions that support both sales objectives and Customer requirements

What You Will Learn

Session 1: Get inside the objections Understand why objections happen and what they actually mean. Learn about the 5 key types of objections: financial, authority, need, urgency, trust. Learn how to quickly figure out which type you're dealing with so you can react accordingly.

Session 2: The CARE Framework Learn a simple 4 step method for addressing any objection with professionalism. Role play how to clarify the real issue, validate the prospect's view, answer with pertinent details, and inquire about the next step.

Session 3: Overcoming Common Common objections decoded! The most common sales objections in Australian business and how to overcome them: "I need to think about it", "It's not in the budget", "I need to talk to my partner", "I'm happy with my current supplier". Discover unique language patterns and responses for both.

Module 4 Advanced Handling Techniques Master Adept ways of dealing with complicated situations where you have more than one objection to overcome, when a prospect is difficult, or where you truly can't help them. Know when to push and when to give grace.

Session 5: Preparation Going from prevention to cure Prepare your arsenal of objection handling sound bytes. Discover how to respond to common objections early in your presentation to keep them from arising.

Session 6 Practice and Role Play Put your new skills into action in real life scenarios, relevant to your industry and ideal Customer. Get constructive feedback and adapt your strategy with facilitated practice exercises.

Training Methodology

The training is theoretical and very practical. Because interactive workshops give people a chance to try techniques in a controlled setting before rolling them out in practice. Australian business case studies help make points meaningful and relevant.

Peer learning and exchange of experiences is fostered through participants sharing in small group workouts. Video Observation Participants/learners can watch good objection handling in practise. Private coaching helps you develop your skills on a personal level.

It is served digitally to be revisited as needed and includes: objection response templates question frameworks, and follow up strategies.

Concluding Remarks

This coaching turns the part of sales calls that people hate dealing with objections into a natural, comfortable part of communicating! Attendees walk away with an array of actionable tools that they can apply instantly to increase their close rates and improve their Customer relationships.

This emphasis on respect, authenticity and actually solving a problem leads to sales wins that last, not just one and dones. At this point, salespeople who understand the emotional and logical side of objections serve as trusted advisors guiding prospects into informed decisions.

Delivered in Brisbane, This in depth course will provide a basis for long term sales success developed on better, principled, objection handling for both buyer and salesperson.

Length: Full day intensive or two half day sessions Format: Interactive workshop with role play elements Materials: Digital toolkit includes templates and references Follow up: One on one coaching sessions available upon request