Course outline for
Overcoming Objections to Nail the Sale
Overcoming Objections to Nail the Sale Course Outline
How to Use This Guide
Session One: Course Overview
Session Two: Building Credibility
Session Three: Your Competition
Session Four: Critical Communication Skills
Active Listening
Powerful Questions
Session Five: Observation Skills
Session Six: Handling Customer Complaints
Session Seven: Overcoming Objections
What are Objections?
Attitude Check!
Pre-Assignment Review
Session Eight: Handling Objections
Universal Strategies
Specific Strategies
Session Nine: Pricing Issues
Session Ten: How Can Teamwork Help Me?
Session Eleven: Buying Signals
Session Twelve: Closing the Sale
Closing Techniques
Top Fifteen Activities That Make You Successful at Closing the Sale
Sell it to Me
Recommended Reading List
Post-Test
Pre- and Post-Assessment Answer Keys
Personal Action Plan
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- Telemarketing: Using the Telephone as a Sales Tool
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