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

Discover the most effective techniques for handling sales objections and become an expert at closing deals. Learn how to identify and overcome any obstacle with proven strategies and advanced communication skills. Enroll today and improve your sales success!

By Roger Martinez | B2B Consultative Sales Trainer | Instructor at G-Talent

👥 2.612
(10)
$15.99 USD $97.00

15 day refund guarantee

This course includes:

▪️ 1h 4m duration on demand

▪️ 62 lessons

▪️ 18 downloadable resources

▪️ Available on mobile devices

▪️ Access forever

▪️ Language:

  • Spanish

▪️ Unlimited consultations

✦ Bonus: Personalized Diagnosis of the Sales Process

⚑ Certificate of completion

What you will learn

🟧 Understand the different objections that can arise during the sales process and how to handle them effectively.

🟧 Learn how to apply the EPIC formula to overcome objections and generate commitments with prospects.

🟧 Develop communication and negotiation skills that facilitate closing sales.

🟧 Identify the stages of the sales cycle and set clear objectives for each one.

🟧 Implement strategic follow-up techniques that maintain prospect interest and increase the chances of closing.

Course content
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
G-Tools: For Students
  • Exclusive access to cutting-edge student tools: improve your employability, participate in exclusive events, take advantage of our intelligent virtual assistant, and more.
⚑ Certificate of completion
  • Your personalized digital certificate, a unique badge of your achievements, with international validity, course duration and QR code for instant verification.
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Downloadable resources:

📎 Downloadable Guide Set:

▸ Template for preparing the Sales Power Declaration
▸ Proactive Prospecting Template
▸ Question template to define your ideal client
▸ My Buyer Persona PAINS Discovery Template
▸ Initial Email Checklist Template for Business Purposes
▸ Template 7 Sources of New Clients Info completion
▸ “Build Your Responses to Excuses and Objections” Template
▸ Effective Business Meetings Manual
▸ Guide to creatively follow up with your prospects and clients
▸ Guide to developing a commercial proposal with high chances of success
▸ Guide to tools for preparing initial commercial presentation
▸ Proactive phone call scheme
▸ Table of Most Common Objections
▸ Set of Implementation Calendars

🎁 For the first 50 Students: Personalized diagnosis of your current sales process.

Description

✔️ This intensive course is designed for salespeople and sales professionals looking to master the art of handling objections and closing sales effectively. Through 50 common objections and their respective closing strategies, participants will learn to identify and overcome the barriers that prevent progress in the sales process.

Using the EPIC methodology, attendees will develop practical skills to question, identify and engage prospects, ensuring a consultative approach that fosters long-lasting, successful relationships.

With practical exercises, case studies, and real-world examples, this course will provide the tools needed to turn every business interaction into an opportunity for success.


Companies from all industries invest in the development of their teams with this course from G-Talent and Roger Martinez

Customer Reviews

Based on 10 reviews
60%
(6)
40%
(4)
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A
Adrian Velasquez
Un curso completo

Cubre todos los aspectos del manejo de objeciones, desde la identificación de las objeciones más comunes hasta las técnicas de cierre de ventas.

A
Andres Guevara
Contenido claro y conciso

La información se presenta de forma clara y concisa, lo que facilita la comprensión y la aplicación de las técnicas aprendidas.

D
Daniel Marquez
Actualizado y relevante

El contenido está actualizado y se adapta a las últimas tendencias del mercado.

A
Abigail Sanchez
Inversión garantizada

El conocimiento adquirido en este curso me ha permitido aumentar mis ventas de manera significativa. Ha sido una inversión que ha valido la pena.

R
Ricard Nieto
Un cambio de mentalidad

Este curso me ha enseñado a ver las objeciones como oportunidades para conectar con mis clientes y ofrecerles una solución personalizada.

H
Hilda Blanco
Más allá de las objeciones

No solo aprendí a manejar las objeciones, sino también a identificar las necesidades reales de mis clientes y a construir relaciones más sólidas.

C
Camila Bastista
Excelente soporte

El equipo de soporte es muy atento y responde a todas mis preguntas de manera rápida y eficiente.

M
Mariana Rodriguez
Práctico y efectivo

Los ejemplos reales y las técnicas de negociación me han ayudado a mejorar mi habilidad para manejar las objeciones más comunes.

F
Freddy Medina
Superó mis expectativas

Este curso ha superado todas mis expectativas. Lo recomiendo ampliamente a cualquier persona que quiera mejorar sus habilidades de ventas.

J
Juan Pérez
Un salvavidas para mis ventas

Este curso me ha proporcionado las herramientas y la confianza necesarias para superar cualquier objeción.

Roger Martinez

B2B Consultative Sales Trainer | Instructor at G-Talent

About Roger Martinez

B2B Consultative Sales Trainer | Instructor at G-Talent

Internationalist and sales team trainer with a solid track record in the B2B sales sector. With over 15 years of experience, Roger has dedicated his career to training salespeople and companies to stop improvising and start executing consultative sales processes with precision and efficiency.

Roger Martínez is passionate about the art of selling. His mission is clear: to help professionals and organizations master each stage of the sales cycle, achieving an increase of more than 70% in the effectiveness of their sales processes. Author of four internationally published books on B2B consultative sales and business, Roger has consolidated his experience through the creation of training programs that cover human, technical and strategic skills essential for success in sales.

What sets Roger apart is his practical and actionable approach. His teaching methods are designed to be specific and adaptable to any sector and industry, ensuring that his students can apply what they learn immediately, without getting lost in excessive theory. This approach has made Roger a reference for those looking to improve their performance in B2B consultative sales.

What makes Roger different?

▪️ Proven Experience in B2B Consultative Sales: With a career dedicated to perfecting sales techniques, Roger is an expert in guiding his students to move from theory to action effectively.
▪️ Industry Authority: As the author of four books and a renowned trainer, Roger has helped numerous companies optimize their sales processes, significantly increasing their effectiveness.
▪️ Practical and Actionable Approach: Their training programs focus on the immediate application of what is learned, with clear guidelines that avoid excessive theory and focus on tangible results.

If you want to stop improvising in your sales and learn how to execute an effective consultative sales process, Roger Martínez M. is the instructor you need.

BONUS EXCLUSIVO.jpg__PID:c9e4bb7f-6123-42d5-a5dd-e3bad35677fd

Personalized diagnosis of your sales process!

Sign up today and be one of the lucky students who will receive a personalized diagnosis of their sales process from our expert, Roger Martinez.

Improve your sales techniques and boost your results with this unique resource.

Limited places available, sign up now!

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