Sales Cycle: Embracing Objections

Module Objectives:

Identify cues to uncover underlying objections.
Identify different categories of objections
Anticipate doubts common to various buyer types
Ask open and closed-ended questions to clarify and resolve
Reframe objections to communicate benefits in the big picture.
Test for agreement to maximize closing effectiveness Bridge back to FAB statements to reemphasize value.

Field Work:

Identify the three most common objections you currently encounter with three accounts.
Prepare and use a set of 5 clarifying questions to uncover additional information leading to the objections.
Use the clarifying questions with three accounts