Selling Skills Lessons-In-A-Box

Handling Objections

So you got your foot in the door with a compelling company story and you presented solid feature - function - benefit statements. Now you'd better be ready to handle those objections!

Sales reps should understand that effectively handling an objection doesn't necessarily mean overcoming it. It's certainly a fact of life in sales that we can't close all deals all the time, and sometimes we just have to part company with a prospect on the best possible terms, without a sale (for the time being, at least).

Our Handling Objections Lesson-In-A-Box teaches reps how to identify and respond to the fundamental buying tendencies of their prospects; how to classify objections and choose appropriate strategies; and how to implement the steps of the objection-handling process.

Objectives

Here is an excerpt from the Facilitator's Guide regarding objectives:

As a result of participating in this guided learning experience, participants will be able to:

• follow objection-handling strategies that are appropriate to the buying tendencies of their prospects;
• categorize objections and implement strategies that suit those categories; and
• utilize appropriate and effective strategies for handling objections.

Topics

This Lesson-In-A-Box is highly interactive and covers the following topics:

• Introduction to Handling Objections
• Definition
• Common Objections
• Buying Tendencies
• Categories of Objections
• The Objection-Handling Process
• Answering Strategies, Confirming, & Closing
• Practical Applications