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Certificate in Overcoming Sales Objections - Online CPD Accredited Training Course


Octrac consulting

Summary

Price
£39.99 inc VAT
Study method
Online
Duration
6 hours · Self-paced
Qualification
No formal qualification
CPD
6 CPD hours / points
Additional info
  • Tutor is available to students

Add to basket or enquire

Overview

Certificate in Overcoming Sales Objections - Online CPD Accredited Training Course

Experiencing a sales objection can be a disheartening event. Through this course your participants will learn how to eliminate the objection and push through to get that sale. Even the best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit.

Study method - Online, self-paced (4-6 study hours)

Course format - Online (24/7 access), modular

Course Duration - Part-time (1 year access)

Qualification - Certificate of completion

Course Delivery – via desktop PC/MAC, laptops, tablets or smart phones

Course accreditation

The content of this online training course has been independently certified as conforming to universally accepted Continuous Professional Development (CPD) guidelines.

CPD

6 CPD hours / points
Accredited by The CPD Certification Service

Description

Course aims

Overcoming sales objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.

Course objectives

The objectives of this overcoming sales objections online course are to:

  • Understand the factors that contribute to customer objections.
  • Define different objections.
  • Recognize different strategies to overcome objections.
  • Identify the real objections.
  • Find points of interest.
  • Learn how to deflate objections and close the sale.

What’s covered in this course?

This online overcoming sales objections course covers the following:

Module One: Getting Started

  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives
  • Action Plans and Evaluation Forms

Module Two: Three Main Factors

  • Skepticism
  • Misunderstanding
  • Stalling
  • Module Two: Review Questions

Module Three: Seeing Objections as Opportunities

  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy
  • Case Study
  • Module Three: Review Questions

Module Four: Getting to the Bottom

  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study
  • Module Four: Review Questions

Module Five: Finding a Point of Agreement

  • Outlining Features and Benefits
  • Identifying Your Unique Selling Position
  • Agreeing with the Objection to Make the Sale
  • Case Study
  • Module Five: Review Questions

Module Six: Have the Client Answer Their Own Objection

  • Understand the Problem
  • Render It Unobjectionable
  • Case Study
  • Module Six: Review Questions

Module Seven: Deflating Objections

  • Bring up Common Objections First
  • The Inner Workings of Objections
  • Case Study
  • Module Seven: Review Questions

Module Eight: Unvoiced Objections

  • How to Dig up the “Real Reason”
  • Bringing Their Objections to Light
  • Case Study
  • Module Eight: Review Questions

Module Nine: The Five Steps

  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Compensating Benefits
  • Module Nine: Review Questions

Module Ten: Dos and Don"ts

  • Dos
  • Don’ts
  • Module Ten: Review Questions

Module Eleven: Sealing the Deal

  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • The Power of Reassurance
  • Things to Remember
  • Module Eleven: Review Questions

Module Twelve: Wrapping Up

  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations

What is a sales objection?

The word "no" can be a tough pill to swallow.

In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills when, in fact, it should be the exact opposite.

A sales objection is an explicit expression by a buyer that a barrier exists between the current situation and what needs to be satisfied before buying from you. Beyond that, it's an indication that the buyer is engaged, which sure beats apathy.

Why choose our online training courses?

All our e-learning courses can be accessed on any electronic/computerised device. You can study at work or at home, in your own time and at your own pace!

  1. Easy to follow and understand
  2. Only 4 to 6 hours recommended study time
  3. 1 year access to course & learning materials
  4. Access your course anytime, anywhere & on any device
  5. Complete course on desktop computer, laptop, tablet or smartphone
  6. Additional references and downloadable materials available

Certificate in Overcoming Sales Objections - Online CPD Accredited Training Course

Who is this course for?

Our leadership, management and soft skills e-learning courses are suitable for those looking to improve their skills and advance their career.

Requirements

Access to desktop, laptop, tablet or smartphone device.

Career path

Our management, leadership and online courses range from introductory modules at Level 1 to advanced and expert modules up to Level 6

All our e-learning modules count towards CPD hours for professionals in various sectors to meet mandatory and statutory requirements

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FAQs

Study method describes the format in which the course will be delivered. At Reed Courses, courses are delivered in a number of ways, including online courses, where the course content can be accessed online remotely, and classroom courses, where courses are delivered in person at a classroom venue.

CPD stands for Continuing Professional Development. If you work in certain professions or for certain companies, your employer may require you to complete a number of CPD hours or points, per year. You can find a range of CPD courses on Reed Courses, many of which can be completed online.

A regulated qualification is delivered by a learning institution which is regulated by a government body. In England, the government body which regulates courses is Ofqual. Ofqual regulated qualifications sit on the Regulated Qualifications Framework (RQF), which can help students understand how different qualifications in different fields compare to each other. The framework also helps students to understand what qualifications they need to progress towards a higher learning goal, such as a university degree or equivalent higher education award.

An endorsed course is a skills based course which has been checked over and approved by an independent awarding body. Endorsed courses are not regulated so do not result in a qualification - however, the student can usually purchase a certificate showing the awarding body's logo if they wish. Certain awarding bodies - such as Quality Licence Scheme and TQUK - have developed endorsement schemes as a way to help students select the best skills based courses for them.