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Understanding Sales Objections
Learn about sales objections and the role they play in the sales process.Preview the first lesson free — get full access to all 5 lessons.
Beginner Provider : Jennifer DeRosa 5 Lessons · 12m in Arabic, German, English, Spanish, French, Portuguese, Chinese
Course Description
For salespeople, objections are a simple fact of life. Sales objections can occur for a variety of reasons, in a variety of ways, and at every stage of the sales process. In fact, there is virtually no limit to the kinds of objections a salesperson will encounter: anything from a straight-up “no” response, to concerns about specific product features, and even objections to contractual agreements. But a salesperson needn’t be helpless in their pursuit of the sale. The salesperson’s ability to anticipate the common objections, understand the reasons why, and have a clearly defined plan to answer them is a critically important skill that cannot be ignored.
In this course, you’ll learn about sales objections and the role they play in the sales process. We’ll talk about the common types of objections that interfere with closing a sale. And we’ll discuss the importance of anticipating objections and having a plan of action to overcome them.
What You'll Learn
- Understand why sales objections occur and the role they play in the sales process
- Identify the common types of objections that interfere with closing a sale
- Learn the Four Commitments necessary to close the sale
- Anticipate common objections and prepare a clear plan of action to overcome them
- Discover how objections can build the buyer-seller relationship
Key Takeaways
- Sales objections are a normal part of selling and can occur for a variety of reasons, in a variety of ways, and at every stage of the sales process.
- Objections can range from a straight-up "no" response to concerns about specific product features and even objections to contractual agreements.
- A salesperson's ability to anticipate common objections, understand the reasons behind them, and have a defined plan to answer them is a critically important skill.
- Having a plan of action to overcome objections is essential to closing the sale.
- When handled well, objections can help build the buyer-seller relationship.
Frequently Asked Questions
What does this course cover?
The course covers what sales objections are and the role they play in the sales process, the common types of objections that interfere with closing a sale, and the importance of anticipating objections and having a plan of action to overcome them.
Who is this course for?
This course is for salespeople, since objections are a simple fact of life in selling and can occur at every stage of the sales process.
What skills will I gain from this course?
You will learn to understand why sales objections happen, the Four Commitments necessary to close the sale, the different types of sales objections, and how objections can build the buyer-seller relationship.
What topics are included in the lessons?
The lessons include an Introduction, What are Sales Objections?, Common Types of Objections, Have a Plan of Action, and a Test Your Knowledge section.
Why are sales objections important to understand?
Because there is virtually no limit to the kinds of objections a salesperson will encounter, and the ability to anticipate them, understand why they occur, and have a clearly defined plan to answer them is a critically important skill that cannot be ignored.
