Mastery in Objections and Sales Closing: 50 Strategies for Commercial Success

U1: General Principles of Sales Objections

• Objectives of each stage of the business process
• Difference between excuse, objection and rejection
• Type of Objections

U2: Considerations for handling objections in a B2B consultative environment

• You can't go into war (sale) thinking about losing it
• Closing the sale should not be a feared event
• Opportunities to negotiate before the final stages of the commercial process
• Fight vs. Flight

U3: Structure and Formula for Handling Professional Sales Objections

• Who closes the sale, the prospect or the salesperson?
• 8 Reasons Why Objections Cause So Much Fear
• EPIC Formula for Handling Objections Effectively

U4: List of Sales Objections

• I have to think about it better
• I don't know if this product/service is right for me.
• I will evaluate it well and contact you.
• I don't know your company.
• Everything is clear, but I still need to think about it.
• We have exhausted our annual budget
• How do you guarantee me a satisfactory ROI?
• Your product or service is expensive
• We don't have that budget for now.
• We don't have that problem.
• “I don’t understand / I don’t fully understand what you are offering”
• I've never heard of your company.
• I have heard complaints about your company
• I am already working with X company…
• “I have another person who provides me / can provide me with the same product / service at a better price”
• We are happy with our current situation
• We are going through a difficult time
• “I’m not interested at the moment…”
• The proposal is good, but I don't have time for implementation.
• “Now I have other priorities…”
• Call me next month
• “Send me all that by email, I'll review it and let you know…”
• We already have that resolved.
• I don't have time for now
• The product/service you offer does not have X feature
• Your product/service is a fad
• Deathly Silence: “The prospect did not respond further
• I must present it to my superiors…
• I need to consult with someone else.
• My client/prospect disappeared
• I'm not going to buy it and that's it
• Give me the info over and over and over again (and never buy from you)
• How did you get my data?
• We don't buy that here.
• I thought it was something else
• Corrupt arrangements or pacts with other suppliers
• He's meeting his quota of requests for quotes, but he's not going to buy from you...
• They don't like each other / There is no seller-buyer "chemistry"
• Prospect who belittles the product or service you offer
• Prospect mistreats the seller

U5: List of Sales Closures

• Own the closing and recognize the success of each stage of the sales process
• "Puppy Technique"
• "Scale closure"
• "Limited Incentive Closing"
• Benjamin Franklin Closing
• Have an honest talk
• Closing of Pendulum
• Closing: PR .A (Question-Answer-Action)
• Closing: Crystal ball (future panorama)
• "Follow-up as a closing tool"

U6: Final Conclusions and Closing of the Program

• Worst fear when selling
• "Closing the objection program"

Course evaluation

• This course contains a final exam

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