Sales: Handling Objections

Learn how to confidently handle objections that can crop up throughout the sales process. Discover how to ask the right questions and deal with buyers who are resistant to change.

Introduction

• How to respond to sales objections

1. Selling and the Sales Process: An Overview

• The buyer and seller relationship
• The presentation and the sales call
• A plan to handle sales objections

2. The Five Big Objections When Selling a Product

• How to develop your strategy for handling objections
• Sales objection one: Price or budget
• Sales objection two: Features, benefits, and trust
• Sales objection three: Decision-making process
• Sales objection four: Buyer doesn't want to change
• Sales objection five: No thanks or I'll get back to you
• Some of the many other sales objections

3. How to Manage Your Sales Focus When Facing Obstacles

• How to make the call in a stalled sale
• The five responsibilities of a sales professional

Conclusion

• The ongoing process