Overview and Objective

One of the most common needs of salespeople is the ability to handle customer objections and put-offs. However, most do not understand that objections handling is dependent on many of your skills. This is the point of the sale when you have to be at your best. You must have your self and your stress under control. You must be able to recognize the Personality Style of the person or people with whom you are dealing, and your negotiating skills must be at their best. Using all of your skills, you can help clients through their sometimes painful decision making. This Eagle Learning Center course will put together most of the skills you have learned from previous workshops.

The course Overcoming Objections has the following objectives:

• Being able to understand what the client is going through mentally (balancing the consequences of the sale).
• Understanding their fight, flight, and freeze syndromes.
• Getting them to feel your empathy.
• Honing your listening skills.
• Using assuring skills.
• Interpreting the real questions behind their objections.
• Getting final commitment.