Handling Objections in Sales

“I’m not interested”

“I’m just looking”

“It costs too much”

If you’ve been in sales for any length of time then you’ve most likely heard these objections more than once!

So how can you overcome the resistance that you face during the sales process? This textbook will cover some of the techniques and strategies that you can use to overcome these objections!

Sean McPheat, the Founder and Managing Director of management development specialists, MTD Training is the author of this publication. Sean has been featured on CNN, BBC, ITV, on numerous radio stations and has contributed to many newspapers. He’s been featured in over 250 different publications as a thought leader within the sales and management development industry.

MTD has been working with a wide variety of clients (both large and small) in the UK and internationally for several years.

MTD specialise in providing:

• In-house, tailor made sales and management training courses (1-5 days duration)

• Open courses (Delivered throughout the UK at various locations)

• Sales & leadership development programmes (From 5 days to 2 years)

• Corporate and executive coaching

MTD provide a wide range of sales and management training courses and programmes that enable new and experienced staff to maximise their potential by gaining or refining their skills. Our team of highly skilled and experienced trainers and consultants have all had distinguished careers in sales and senior management roles and bring with them a wealth of practical experience to each course.

At MTD Training we will design and deliver a solution that suits your specific needs addressing the issues and requirements from your training brief that best fits your culture, learning style and ways of working. Our programmes are delivered when and where you need them! We believe that training should be fun, highly interactive and provide “real world” practical techniques and methods that you can use back in the office – and that’s exactly what we provide.

1. Overview of the Ebook
   1. Introduction
   2. Overcoming Objections and the Basic Sales Process
   3. General Skills Required for Overcoming Customer Objections
   4. Identifying the Source of Objections
   5. Handling Objections
   6. More Techniques for Handling Objections
2. Overcoming Objections and the Basic Sales Process
   1. Introduction
   2. The Changing Face of Sales
   3. The Development of the Selling Function
3. General Skills Overcoming Objections Requires
   1. Introduction
   2. Listening and Communication Skills
   3. Problem Solving Skills
   4. Interpersonal Skills
   5. Persuasion Skills
   6. Customer Service Skills
   7. Integrity
4. Identifying the Source of Objections
   1. Introduction
   2. Identifying the Root of the Objection
   3. Failure to Create Desire
   4. Failure to Be Perceived as an Expert
   5. Presentation Killers
5. Overcoming Common Objections
   1. Introduction
   2. Common Objections
6. More Techniques for Overcoming Objections
   1. Introduction
   2. Get to It First
   3. Silence is Golden
   4. Thank Them
   5. Empathize
7. Resources