A Sales Expert’s Guide to Overcoming Objections
A Sales Expert’s Guide to Overcoming Objections
What you’ll learn
Skills you’ll gain
Every sales representative has and will continue to receive objections from prospects, but you want to hear more “Yes!” In this course, Lauren LaForge, Mastery Faculty Trainer, Speaker & Coach at Google, will discuss her method on how to overcome sales objections. The truth is that rejections are human nature, thus, part of your job. You need to understand the “no,” in order to overcome it. With Lauren’s guidance, you’ll stand out by knowing and answering any potential objections before you’re even questioned. You’ll build trusting and authentic relationships by knowing how/why your product or service will be beneficial to a prospect. She’ll teach you the one key pillar to overcome the “no’s,” and how become aware of common objections. With this information in your toolbox, Lauren will push you to keep moving forward despite rejections. After completing this course, you’ll feel confident as a trusted sales representative, and know how to interact and sell to potential buyers.
Syllabus
Download syllabus-
1
Receiving a no Receiving a no isn't the end of the world. After this lesson, you'll be able to handle any objection with a prepared mindset. 1m
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2
Selling with confidence Your confidence is their confidence, which is transmitted after closing a sale. 2m
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3
Knowing your objections Recognize your ability to bring up objections ahead of time. 2m
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4
End with kindness It's easy to get defensive and reply immediately after an objection. After this lesson, you'll be able to position yourself as a trusted adviser. 1m
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5
Lead with relationship In sales, you're introducing people to a product or service that could benefit them. 2m
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1
Create authenticity Have you ever felt close to someone you just met? 2m
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2
Permission to say no Does getting a yes feel like a battle? After this lesson, you'll be able to recognize the importance of getting a no and being at peace with it. 1m
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3
The key pillar There is one key pillar you can use to help you overcome objections. 3m
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1
The universal truth Objections are a part of human nature. After this lesson, you'll be able to identify the root cause of objections. 1m
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2
Personalize your conversation Consider the personality of the person you're selling to. 1m
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1
Common objections Bringing awareness around common objections will help you prepare to overcome them. 2m
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2
Price perspective You know your price is the best value on the market and now you have convey that to your potential buyer. 2m
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3
Unpack the hesitation How many times have you heard "Let me think about it"? 2m
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4
Discovering the need Asking the right questions can eliminate need objections leading you closer to a sale. 2m
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5
Who decides Have you ever encountered,"I have to ask someone" to get permission to proceed with a sale? 2m
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6
No intention to buy Is your prospect a serious buyer or only collecting information? 2m
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1
Keep going Are you disappointed of getting no's? 2m
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2
Talk to more Not everybody will say yes. After this lesson you'll be able to increase the number of people you converse with, which means more chances for success. 3m
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1
Win with empathy Now that you've watched this course, you should be able to strengthen your position as a trusted advisor in your conversations and overcome objections. 1m
Certificate
Certificate of Completion
Awarded upon successful completion of the course.
Instructor
Lauren LaForge
Lauren LaForge is a global sales trainer and sales performance coach. Lauren travels the globe training sales organizations and technology companies on the techniques, habits, and systems used by top producing sales professionals and business leaders. She’s passionate about helping sales teams to achieve their top potential, lead more purposeful lives, and make more money.
Lauren LaForge
Success & Productivity Coach at Lauren LaForge
Accreditations
Link to awards
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