Course 08: Handling Objections & Complaints

$548

Course 08: Handling Objections & Complaints

Sales objections are normal and nothing to be afraid of. Unfortunately, because of outdated sales training and misinformation, most salespeople try to "overcome objections" creating micro-arguments with the customer. Objections are unavoidable because if the buyer didn't have reservations about your solution's price, value, relevance to their situation, they would have already bought it.

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8 Steps for Handling Objections & Complaints.pdf

51.9 KB

Introduction

2 mins
38.7 MB

Objections Can Be Great

2 mins
46.9 MB

Objections Can Be Great Quiz

The Ability to Correctly Handle Objections

2 mins
31.1 MB

The Ability to Correctly Handle Objections Quiz

Complaints Are Not Objections

2 mins
35.7 MB

Complaints Are Not Objections Quiz

Objection or Complaint?

3 mins
86.2 MB

Objection or Complaint? Quiz

Never Play Defense

2 mins
41.4 MB

Never Play Defense Quiz

The Power of Agreement

2 mins
58.6 MB

The Power of Agreement Quiz

Easton University System for Handling Complaints

1 min
25.4 MB

Easton University System for Handling Complaints Quiz

Step 1: Treat Everything as a Complaint

3 mins
78.5 MB

Step 1: Treat Everything as a Complaint Quiz

Step 2: Agree with the Complaint and Move Forward

3 mins
74 MB

Step 2: Agree with the Complaint and Move Forward Quiz

Step 3: If Complaint Persists Ask Them for Solutions

5 mins
132 MB

Step 3: If Complaint Persists, Ask Them for Solutions Quiz

Step 4: If Complaint Persists Show Commitment to a Solution

5 mins
127 MB

Step 4: If Complaint Persists, Show Commitment to a Solution Quiz

Step 5: If Complaint Persists Offer a Solution

7 mins
206 MB

Step 5: If Complaint Persists, Offer a Solution Quiz

Step 6: Ask If It Is “Stopping Them From _______"

6 mins
146 MB

Step 6: Ask If It Is “Stopping Them From ______" Quiz

Step 7: Ask If It Is The Only Thing Stopping Them

5 mins
117 MB

Step 7: Ask If It Is The Only Thing Stopping Them

Step 8: Use “All Things Being Equal”

11 mins
311 MB

Step 8: Use “All Things Being Equal” Quiz

“I’d rather buy from them”

12 mins
341 MB

“I’d rather buy from them” Quiz

Follow Back

4 mins
103 MB

Follow Back Quiz

Choose Wisely

1 min
27.6 MB

Choose Wisely Quiz

Don’t Delay Things

3 mins
77.4 MB

Don’t Delay Things Quiz

Less is More

1 min
21 MB

Less is More Quiz

The Uno Reverse Card

3 mins
90.3 MB

The Uno Reverse Card Quiz

Remove Barriers

2 mins
59.3 MB

Remove Barriers Quiz

Reduce or Share the Risk

2 mins
53.8 MB

Reduce or Share the Risk Quiz

Downselling

5 mins
129 MB

Preview

Downselling Quiz

Upselling

2 mins
60.4 MB

Upselling Quiz

Upselling to Resistance & Rejection

8 mins
228 MB

Upselling to Resistance & Rejection Quiz

Understanding the Rational Impact

2 mins
39.8 MB

Understanding the Rational Impact Quiz

Understanding the Emotional Impact

2 mins
54.1 MB

Understanding the Emotional Impact Quiz

Confirm Money is the Issue

2 mins
47.1 MB

Confirm Money is the Issue Quiz

Avoid Breaking Out Your Cost Structure

3 mins
61.5 MB

Avoid Breaking Out Your Cost Structure Quiz

Reduce the Scope Don’t Lower the Price

3 mins
92.3 MB

Preview

Reduce the Scope Don’t Lower the Price Quiz

Talk to the Decision Maker

2 mins
55.2 MB

Talk to the Decision Maker Quiz

Evaluating Alternatives

5 mins
149 MB

Preview

Evaluating Alternatives Quiz

We don’t have the money/budget/funds right now

6 mins
146 MB

We don’t have the money/budget/funds right now Quiz

Course Completed

2 mins
33.1 MB

Handling Objections & Complaints Work Book.pdf

138 KB

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