What you'll learn
How to use an automatic response so you'll never hesitate when confronted with a new objection
How to uncover the true objection
How to respond to objections without antagonising your prospect and breaking rapport
How to respond when they say "Yes ... but"
How to avoid using "But" yourself and elegantly respond with the "Agreement Frame"
How to use the SOM system to generate reframes to objections "on the fly"
How to combine the automatic response, "Agreement Frame" and SOM system to be totally prepared to handle any objection
How to have fewer objections come up.
Requirements
Ideally anyone taking this course should be involved in selling and be a business owner, salesperson or consultant and have had some experience in that field.
Description
The Ultimate System for Responding to Sales Objections" is a comprehensive course designed to equip you with the skills and techniques needed to overcome any objection and close more sales.The course is based on four concepts:the Lee DuBois method, which emphasises the use of trial closes to bring out objections and using an automatic responsethe Agreement Frame to soften your objection responses and maintain rapport with your prospectthe SOM patterns to generate reframe responses to any objectionmethods for minimising objections surfacing.Throughout the course, you will learn how to use an automatic response to quickly and effectively respond to objections. This approach not only takes the pressure off you but also allows you to flush out the real objection and gives you time to think. You will also be introduced to the "but...flip" technique for handling objections that begin with a "yes...but".You will learn how to practice the Agreement Frame by listing out common objections and writing out responses until they become habitual. You will also be introduced to the SOM Model, which can be used to easily reframe any objection you might encounter.In addition to these techniques, the course covers how to minimise objections being raised through techniques such as pre-framing and using "the whiny voice". By the end of the course, you will have mastered the art of responding to sales objections and be able to close more deals with confidence.
Overview
Section 1: Introduction
Lecture 1 Introduction
Section 2: An automatic response to any objection
Lecture 2 An automatic response to any objection
Section 3: Next Steps and "The Agreement Frame"
Lecture 3 Next Steps and "The Agreement Frame"
Section 4: Use the SOM System to create reframes to any objection
Lecture 4 Introducing the SOM System, use it to create reframes to any objection
Section 5: Putting it All Together
Lecture 5 Putting it All Together 1
Lecture 6 Putting it All Together 2
Lecture 7 Putting it All Together 3
Section 6: Minimise Objections Coming UP
Lecture 8 Prevention can be better than cure
Section 7: Summary
Lecture 9 What have we covered
Section 8: Bonus
Lecture 10 Bonus
This course is for anyone in business to business (B2B) sales and not happy with their results in handling sales objections


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