Working through objections effectively to convert prospects to sales can help employees handle customer concerns, improve averages at closing sales, and reduce the number of objections encountered.
Overcoming Objections to Nail the Sale is a professional development course that will give you insights into building credibility, use proven rebuttals to get the sale back on track, and recognise when a prospect is ready to buy.
In this sales training course, you will learn about Unique Selling Points (USPs), critical communication skills including customer-focused and open and closed questioning, and observation skills like body movements, facial expressions and posture.
You will also study how to reinforce the value of your offerings, deal with pricing issues, keep your reactions under control, and listen, acknowledge, respond and give feedback to customers.
On completion of this course, you will have skills and knowledge to reduce the negatives and amp up the positives in terms of customer interaction … and ultimately nail that sale!
Unit 1 - Overview
Overcoming customer objections
Plan and prepare for objections
Address customer concerns
Unit 2 - Building Credibility
Instil confidence in yourself
Convey confidence to prospective and current clients.
Be credible to yourself
Unit 3 - Your Competition
Setting yourself apart
Competition – similar products
Learn about what competitors are doing
Unique selling points (USP’s)
Unit 4 - Critical Communication Skills
Building strong communication skills
Understanding clients and their needs
Responding to feelings
Non-verbal aspects of conversations
Becoming a better listener
Closed and open questions
Customer focused questions
Unit 5 - Observation Skills
Looking for clues
Checklists for success
Grooming Reading people
Unit 6 - Handling Customer Complaints
Finding complaints and fix them
Making a connection with customer
Keep a record of common objectives
Practice your responses
Unit 7 - Overcoming Objections
Reinforcing the value of your offerings
Objections in response to your presentation
Anticipating objections and deal with them
Keeping your brain in check
Keeping your reactions under control
Unit 8 - Handling Objections
Having a stockpile of rebuttals
Customise your approach depending on the situation
Techniques to help you overcome objections
Listen, acknowledge, respond and feedback
Unit 9 - Pricing Issues
Handling pricing objections
Managing the objections
Using a differentiator
Suggest a payment plan
Factors that remain the same (value, long-term benefits)
Unit 10 - How Can Teamwork Help Me?
Value of teamwork
Share effective responses to objections
Team input can help everyone
Unit 11 - Buying Signals
Signals to watch for
Watch buyer take interest in product
Making eye contact
The buyer asks questions
Making the sale
Unit 12 - Closing the Sale
Customising the closing approach for a sale
Importance of persistence
15 activities to nail the sale
Creating a custom toolbox
Strategies and direct questions
The Ben Franklin approach
Leave it with them for the weekend
Persistence pays off
Thank you notes
Personal action plan
When you study with Australian Online Courses, you will be assessed using a competency-based training method.
Competency-based training focuses on the achievement of skills and knowledge against set criteria to ensure your competency is industry relevant. You will not be benchmarked against other students.
If you do not achieve a competency result on your first attempt, you have two more attempts to pass your assessment. So, you have three attempts in total to obtain a competency result.
In this way, you can complete your course in your own time and at your own pace with the assistance of unlimited tutor support.
In this course, you will be assessed via multiple-choice questions to determine your mastery of details and specific knowledge gained during your studies to achieve a ‘competent’ or ‘not yet competent’ result.
Benefits of Multiple-Choice Assessments
Appropriate for assessing students’ mastery of details and specific knowledge.
Can be used to assess both simple knowledge and complex concepts.
Questions can be answered quickly to accurately assess a students’ mastery of many topics relatively quickly.
Assessment can be quickly and reliably scored to achieve a ‘competent’ or ‘not yet competent’ result.
As the answers are visible, multiple-choice questions offer the opportunity for the continuation of the learning process, offering educational value.
Why Choose Australian Online Courses?
Professional development that is widely recognised and respected;
Improve your employment opportunities;
Study online, anywhere via our elearning system;
High-quality professional development programs written by industry experts;
No entry requirements;
All course materials provided online – no textbooks to buy;
Unlimited tutor support;
Easy to understand course content;
We offer twelve (12) months’ access, with extensions available upon application (fees apply);
Certificate of Attainment/Completion issued for your CV (hard copy provided); and
Course may be tax deductible; see your tax advisor.
How long will it take to complete this course?
The approximate study hours for this course is 5 hours. We offer twelve (12) months’ access, with extensions available upon application (fees apply).
Can I purchase optional printed materials?
While printed materials are not available for purchase, transcripts of video lectures and other learning resources are available for printing via our elearning system.
When can I start this course?
You can start within 60 minutes during business hours when you enrol and pay in full with a credit card!
Credit card: Within 60 mins during business hours.
BPAY: Within 1-2 working days.
Internet Banking: Within 1-2 working days.
Cheque/Money Order: Upon receipt of mailed cheque.
Will I receive a certificate upon completion of this course?
Yes! You will receive a Certificate of Attainment upon successful completion of your assessment.
Do I need to attend classes or undertake any work placements?
No. All courses are delivered online via our e-learning system and there are no work placement requirements in this course.
What support can I expect from Australian Online Courses?
Unlimited tutor support is available throughout your studies via email during business hours Monday to Friday. Our Administrative team are available Monday to Friday via email, live chat and telephone.
I am an international student. Can I enrol into this course?
Yes! We accept enrolments from individuals both within Australia and internationally; location is no barrier to entry into our programs.