Course Description
When presented with an objection, a salesperson should resist the urge to jump in and respond immediately. This is a flawed strategy, and salespeople must resist this temptation and understand that if they react too quickly, they may be jumping to the wrong conclusions and risk confusing the issue and leaving the prospect feeling misunderstood. To be successful in sales, salespeople must develop a relationship with the buyer that transcends the traditional buyer-seller relationship. If successful, the salesperson gains a higher degree of influence because they’re seen not as a salesperson but more as a trusted advisor.
In this course, you’ll learn about the need to be an active listener and how to handle the most common sales objections by using techniques such as “Feel, Felt, Found” and the “Three R’s”. You’ll also learn the many reasons objections occur and how those reasons should reshape your sales strategy.
What You'll Learn
- Practice active listening before responding to a sales objection
- Overcome monetary objections related to competitor pricing
- Overcome monetary objections related to a prospect's spending constraints
- Apply the "Feel, Felt, Found" strategy to sell the value of an imperfect solution
- Use the "Three R's" approach to address misunderstandings and close a sale
- Identify the reasons objections occur and reshape your sales strategy accordingly
Key Takeaways
- When presented with an objection, a salesperson should resist the urge to respond immediately, as reacting too quickly risks jumping to wrong conclusions and leaving the prospect feeling misunderstood.
- Successful selling depends on developing a relationship with the buyer that transcends the traditional buyer-seller relationship so the salesperson is seen as a trusted advisor.
- Being a trusted advisor rather than just a salesperson gives the salesperson a higher degree of influence.
- Common objections can be handled with techniques such as "Feel, Felt, Found" and the "Three R's".
- Understanding the many reasons objections occur should reshape a salesperson's sales strategy.
Frequently Asked Questions
What objection-handling techniques does this course teach?
The course teaches how to handle the most common sales objections using techniques such as "Feel, Felt, Found" and the "Three R's".
What types of objections does this course cover?
It covers monetary objections over competitor price, monetary objections over spending constraints, and objections about the product and service.
What skills will I gain from this course?
You'll learn to be an active listener, overcome price objections, use the "Feel, Felt, Found" strategy to sell the value of an imperfect solution, and use the "Three R's" approach to address misunderstandings and close a sale.
Why does the course emphasize active listening?
Because responding to an objection too quickly risks jumping to the wrong conclusions, confusing the issue, and leaving the prospect feeling misunderstood, so the course stresses being an active listener.
What lessons are included in this course?
Lessons include an Introduction, The Importance of Active Listening in Sales, Overcoming Monetary Objections Over Competitor Price, Overcoming Monetary Objections Over Spending Constraints, Objections About the Product and Service, and a Test Your Knowledge section.
