SMC 404   OVERCOMING SALES OBJECTIONS

Module 1: Three Main Factors

• Skepticism

• Misunderstanding

• Stalling

Module 2: Seeing Objections as Opportunities

• Translating the Objection to a Question

• Translating the Objection to a Reason to Buy

Module 3: Getting to the Bottom

• Asking Appropriate Questions

• Common Objections

• Basic Strategies

Module 4: Finding a Point of Agreement

• Outlining Features and Benefits

• Identifying Your Unique Selling Position

• Agreeing with the Objection to Make the Sale

Module 5: Have the Client Answer Their Own Objection

• Understand the Problem

• Render It Unobjectionable

Module 6: Deflating Objections

• Bring up Common Objections First

• The Inner Workings of Objections

Module 7: Unvoiced Objections

• How to Dig up the “Real Reason”

• Bringing Their Objections to Light