How to Gracefully Overcome Sales Objections
How to Gracefully Overcome Sales Objections
What you’ll learn
Skills you’ll gain
As a sales professional, it's very common to receive objections and hesitation from prospective buyers throughout the sales cycle. These questions and feedback can give you greater intelligence about whether there's a viable opportunity and how the buyer needs to be supported. In this course, longtime sales executive and consultant Luis Báez shares his strategies for gracefully overcoming objections, allowing you to learn from his mistakes and his success as a sales leader with over $600 Million in revenue impact while recruited at companies like LinkedIn, Google, Uber, and Tesla. Luis starts by highlighting the importance of understanding your buyer's psychology and designing a sales process that prepares both parties for a successful partnership. He then takes you through the required preparation and common objections throughout the buyer's journey, including prospecting, discovery calls, live product walkthroughs, and partnership kickoff. Finally, Luis shares his lessons on how to remain graceful while receiving tough objections and the importance of investing time upfront to develop a plan for supporting your customer throughout the entire sales cycle. After this course, you'll have a framework for methodically, confidently, and gracefully handling objections throughout the sales cycle.
Syllabus
Download syllabus-
1
Why buyers object In order to gracefully handle objections, you have to understand the root of a buyer's concern. 3m
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2
Anticipating objections If you prepare for objections that are likely to arise in the sales process, you'll be better equipped to handle them with confidence and grace. 3m
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3
Becoming an active listener To be in the best position to address an objection, you have to fully understand the context, the problem, and the influences or barriers to a solution. 3m
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Preparing to prospect Cold calling is an important skill to develop as a sales professional, but it's possibly the activity that is the most dreaded because people are afraid of sounding stupid, or being outright rejected. 2m
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Catching someone off guard Cold calling is a careful balance of being persistent and persuasive enough to get someone to consider what you have to offer, while determining if they are a fit for collaboration. 3m
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Common cold call objections Since you're catching someone off guard while they're in the middle of something, you're going to be met with a lot of resistance and objections when making a cold call. 3m
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Preparing for a discovery call While the purpose of the discovery call is to assess if there is a fit between the buyer's needs and what you have to offer, you'll still want to spend a moment preparing for this opportunity. 2m
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Controlling a discovery call The discovery call is an opportunity for a buyer to assess if what you have to offer is the right fit, and it's a chance for you as the seller to assess if the buyer is qualified for what you have to offer. 3m
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3
Common discovery call objections As a buyer assesses what you have to offer, it's likely that they will have some hesitation or questions about what they get for their investment or how they'll be supported. 3m
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Preparing for live walkthroughs To be sure you're confidently presenting what you have to offer and how you support your customers, you'll want to take a moment to prepare for your live walkthrough. 2m
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Minimizing buyer objections You've earned the opportunity to take a potential buyer through the details of what you have to offer and how it might benefit them specifically. 3m
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3
Common objections during consideration The buyer is considering what you have to offer, but it's likely not the only opportunity or solution they're considering. 2m
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Supporting decision-making As you approach the final steps in your sales process, it's important to remain attentive and available. 2m
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Common closing objections The final conversation in a sales process can elevate anxieties for both the buyer and the seller, which is why it's important to approach the conversation with empathy. 2m
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Tips for remaining graceful At any stage in the sales process, you might find yourself stumbling on your words or giving into the pressure of the moment. 2m
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Creating a plan Whether you're new or have worked in sales for many years, it's important to continually commit to your professional development. 3m
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Time to sell Thank you so much for watching this course! 3m
Certificate
Certificate of Completion
Awarded upon successful completion of the course.
Instructor
Luis Baez
Luis has worked in sales roles at organizations including BBC Worldwide, LinkedIn, Google, Uber, and Tesla, providing him with a unique perspective on what has helped some of today's most powerful corporations achieve success. When Hurricane Maria impacted Luis' loved ones in 2017, he stepped away from the corporate world and pivoted to business consulting. His consultancy, LuisBaez.com, empowers sales professionals to create authentic, meaningful connections with their prospects as a way to grow their business.
Luis Baez
Global Sales Enablement Leader, Trainer, and Professional Speaker
Accreditations
Link to awards
How GoSkills helped Chris
I got the promotion largely because of the skills I could develop, thanks to the GoSkills courses I took. I set aside at least 30 minutes daily to invest in myself and my professional growth. Seeing how much this has helped me become a more efficient employee is a big motivation.
