4.26 out of 5
4.26
40 reviews on Udemy

Handling Objections & How To Be A Master Closer

Kick Ass Sales Training: Handle Any Sales Objections and Close More Sales
Instructor:
Applied Excellence
4,237 students enrolled
English [Auto-generated]
Students will learn the two of the most critical elements of selling
Learn how to close & overcome objections
Learn the sales skills, techniques and strategies to make you a top performing sales professional.

HANDLING OBJECTIONS AND CLOSING THE SALE COURSE CONTENT

Two of the most critical elements combined into one powerful sales training course! Learn the psychology behind why a client makes a decision through eight closing principles that you can apply to close sales every time! Understand how to respond to situations such as, I’ll think about it, it’s too expensive and I’m looking at your competition and tap into a hidden power behind your communication that positively impacts your message! Get fewer objections! Learn how to receive fewer objections and identify what’s behind the objections you do get! This course shares how to respond to an easy objection so it becomes the reason for moving forward and how to handle a difficult objection using communication techniques that realign the clients base of thought to reduce it’s importance and re-focus the client on why they should move forward!

CLOSING THE SALE

  • Overview of the key elements that need to be instilled in the mind of the decision maker, influencers and users of the product you are selling.
  • Psychology of Closing – Understand the psychology of why someone will buy and what is needed to create and establish a platform of trust, which reinforces a comfort level to your client, that it’s good to make the decision to move forward!
  • Closing without closing – Understand the critical elements that need to be incorporated into every interaction and how to ensure you have established enough trust that enables your client to make the decision to move forward!
  • Learn how to close the sale, using techniques that simplify the decision, by narrowing down the options for your client!
  • Understand why your client is calling you back and how to trigger a response that gets you back in the game!
  • Learn and apply new creative ways to close business that is in your sales forecast or business funnel. Learn new techniques that enable you to dig deeper and ascertain the real reason your client is stalling on a decision!
  • Sales professionals tend to receive fewer objections than the average sales performer. Understand why that is and learn techniques and skills that ensure you will always receive fewer objections and move the sale forward when you do answer them!
  • Throughout every stage of the sales process you’re going to get objections so learn how to respond to an objection and more importantly how to answer the objection so your answer becomes the reason for moving forward!
  • Learn the three powerful words that will turn a conversation around and how and when to incorporate them into your client response so that you naturally transition into moving the sale forward!
  • Learn how to respond to objections such as; ‘I’ll think about it,’ ‘it’s too expensive,’ or I’m considering your competition and how you can change the base of thought so your client feels good about making the decision to move forward!
  • How do you ascertain whether your client has an objection or a condition? Learn the difference so you can establish what direction you need to take and where to focus your communication

HANDLING OBJECTIONS

  • Sales professionals tend to receive fewer objections than the average sales performer. Understand why that is and learn techniques and skills that ensure you will always receive fewer objections and move the sale forward when you do answer them!
  • Throughout every stage of the sales process you’re going to get objections so learn how to respond to an objection and more importantly how to answer the objection so your answer becomes the reason for moving forward!
  • Learn the three powerful words that will turn a conversation around and how and when to incorporate them into your client response so that you naturally transition into moving the sale forward!
  • Learn how to respond to objections such as; ‘I’ll think about it,’ ‘it’s too expensive,’ or I’m considering your competition and how you can change the base of thought so your client feels good about making the decision to move forward!
  • How do you ascertain whether your client has an objection or a condition? Learn the difference so you can establish what direction you need to take and where to focus your communication

The advanced and up-to-date selling skills and strategies are presented in their simplest form, offering you the ability to quickly and easily achieve the tremendous rewards that professional selling has to offer without having to learn the hard way. My goal is for you to work smarter-not harder and immediately gain from the knowledge I have gleaned from the thousands of sales calls and presentations I have made, the hundreds of books I’ve read, audio books I’ve listened to and sales seminars I’ve attended. The content of this sales training offers a perfect blend of fresh, thought provoking and effective techniques from the award-winning book “The Sales Pro” and international best selling book “The Go-Giver”. 

What’s “The Go-Giver” you may ask? Not only is it endorsed by great leaders such as Stephen M.R Covey, Michael E. Gerber and Brian Tracy, it is the key to exceptional leadership and cultural excellence. Shifting your focus from getting to giving is the simplest, most fulfilling and most effective path to success in business and in life.

My intent is to trigger a willingness for the you to “wake up” or “move forward” through skills and techniques that support your personal evolution into becoming an even better version of who you are, or perhaps change to become the person or sales person who you always wanted to be.

Your trainer, Paul Anderson, has accumulated over 25 years of experience within the field of sales, which includes both teaching and selling. He’s the man behind The Sales Pro, he was the top performing salesman at a fortune 100 company and he has been handed over 20 sales awards. Plus, he’s the author of two award-winning sales books – ‘The Sales Pro’ and ‘The Sales Pro Meets His Mentor’. With the wealth of knowledge he has acquired, he’ll teach how the strategies work, and how to apply them. No matter what situation you find yourself in, you’ll have the confidence, and know-how to deal with it effectively.

Take the course NOW and never look back!

Introduction

1
What To Expect
2
Introduction
3
Introduction to Action Plan

PART 1: Types Of Objections

1
Handling Objections - Lesson Overview
2
Easy Objection
3
Easy Objections
4
Feel, Felt & Found
5
The Power Of Feel, Felt & Found
6
Difficult Objection
7
Difficult Objections

The Power Of Objections

1
The Power Of Objections

Practice

1. Practice

Prospective customers will undoubtedly test your patience with objections. Objections are a fact of life and you’ll get them every day. Prepare yourself by establishing which objections you get regularly; write them down and then work out your best responses so that you have answers ready. Having a response will get you closer to the sale and will give you confidence every time you’re faced with an objection. Rehearse your responses so you sound authentic and natural.

If you can, practice your responses with a second person. Once you answer their objection, let your partner give their natural response. Stop and think about an answer to that response, write it down and respond back again. You should feel comfortable with your responses. After all, your end goal is to walk away with the sale or advance the sale, so you have to make your responses flow naturally into confirmation that they will move forward. You may well get objections that need two or three answers, which will allow you to approach the objection at an angle that is right for your prospective customer.

2
Using Objections To Progress The Sale

Handling Objections

1
Handling Objections
2
Cartoon Story
3
Celebrity Moment

Handling Objections Final

1
Objection Quiz

PART 2: Closing the Sale

1
Closing The Sale - Lesson Overview
2
Closing The Sale
3
Final Customer Commitment
4
Achieving Final Customer Commitment
5
Preparation from the start
6
Closing Animation
7
8 Connecting Principles

Closing Commitment techniques

1
Closing Commitment techniques
2
Assumptive Technique
3
The Assumptive Technique
4
Alternative Technique
5
The Alternative Technique
6
Easy Question Technique
7
The Easy Question Technique
8
Similar Situation Technique
9
The Similar Situation Technique
10
I'll Think About It Technique
11
The I'll Think About it Technique
12
Closing Exercise Video

Business Pending

1
Business Pending

Closing Final

1
Closing Final

Action Plan!

1
It Is Time To Take Action!

The Final Word

1
Congratulations!
2
The Final Word
You can view and review the lecture materials indefinitely, like an on-demand channel.
Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don't have an internet connection, some instructors also let their students download course lectures. That's up to the instructor though, so make sure you get on their good side!
4.3
4.3 out of 5
40 Ratings

Detailed Rating

Stars 5
18
Stars 4
16
Stars 3
5
Stars 2
0
Stars 1
0
0780854807e5484f1e7a96a344924b82
30-Day Money-Back Guarantee

Includes

1 hours on-demand video
19 articles
Full lifetime access
Access on mobile and TV
Certificate of Completion