Overcoming Objections and Closing the Sale

You planned ahead for your call, and you’ve executed beautifully so far. You identified the customer’s needs and concerns through probing and listening, and focused on those needs during your presentation. You’re moving closer to making the sale—but first, you need to answer the customer’s objections, and then you need to ask for a commitment.

These two steps are the true measures of a salesperson. Your ability to handle objections voiced by the customer as a natural part of the sales process will prepare the customer for the close. Always remember that objections are a sign of interest. In fact, if you present features and benefits to a customer, and they agree with everything you say, asking no questions and voicing no objections, rest assured this customer really isn’t “buying” anything.

Customers also don’t buy anything until you ask them to. You can have fantastic probing and listening skills, and be a dynamic and polished presenter. But if you aren’t a strong closer, the other skills will be for naught. Unless you close, in the vast majority of selling situations, you won’t sell.

In this course you’ll learn:

• Specific objection-handling strategies
• How to overcome indifference
• What “closing” really is
• How to recognize and respond to buying signals
• How and why to use trial closes
• Various types of closes and how to use them