Overcoming Objections

Customer objections are a natural part of selling and these objections must be overcome before a buying decision is made. Objections are properly handled by following a process of listening for understanding, questioning for clarification, cushioning to establish common ground, and then presenting compelling evidence. In this program you will learn to identify points of agreement to lower resistance, respond to objections with confidence, and close sales. Emphasis is placed on responding to your customer’s emotional needs, and handling objections in a way that does not leave the buyer feeling turned off.