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LinkedIn Learning

Sales: Handling Objections

via LinkedIn Learning

Overview

Learn how to confidently handle objections that can crop up throughout the sales process. Discover how to ask the right questions and deal with buyers who are resistant to change.

Syllabus

Introduction
  • Responding to sales objections
1. Selling and the Sales Process
  • The buyer and seller relationship
  • The presentation and the sales call
  • A plan to handle objections
  • Learning break
2. The Big Five
  • Developing your own strategy
  • Money: Price or budget
  • Features, benefits, and trust
  • Decision-making process
  • Don't want to change
  • No thanks or I'll get back to you
  • Some of the many others
3. What Else Can We Do?
  • Keep at it or move on?
  • Our job as sales professionals
Conclusion
  • Next steps

Taught by

Dean Karrel

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