Course curriculum

    1. About the Objections Online Training

    1. What is an Objection

    2. Why Do Customers Object

    3. The Importance of Our Preparation for Objections

    4. The Difference Between an Objection and an Obstacle

    5. Who Wins in a Combative Environment

    6. Goal of the Objection Response

    7. Chapter 2 Quiz

    1. The Old School Philosophy

    2. How Customers React to the Old School Philosophy

    3. Common Objection Steps

    4. Is Price the Main Factor in the Objection Process

    5. Scenario: The Payment / Price is Too High

    6. Who Wins When You Make It All About Price

    7. Common Phrases for the Payment / Price is Too High

    8. Scenario: You are Not Giving Me Enough for My Trade

    9. Scenario: I Want to Go Home and Think About it

    10. What Does "I Want to Go Home and Think About it" Really Mean

    11. Chapter 3 Quiz

    1. How the Presentation Dictates the Objection

    2. The Benefit of Word Tracks

    3. Creating Your Own Style

    4. The 4 DLA Objections Steps

    5. Step 1: Acknowledge

    6. Step 2: Counter

    7. Step 3: Seek Acknowledgement

    8. Step 4: Close

    9. Why We Have Structured Steps

    10. Chapter 4 Quiz

    1. Definition of Acknowledge

    2. Customers Defensive Posture When You Ask for the Sale

    3. What is an Acknowledgement Statement

    4. The 5 Reasons for an Acknowledgement Statement

    5. What are Tie Down Phrases

    6. The Benefit of Tie Down Phrases

    7. Acknowledgement Scenario: That Payment / Price is Too High

    8. Acknowledgement Scenario: You are Not Giving Me Enough for My Trade

    9. Chapter 5 Quiz

    1. What is the Counter Step

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    2. The Goal of the Counter Step

    3. The Reason to Tell a Story

    4. Counter Scenario: That Payment / Price is Too High

    5. Counter Scenario: You are Not Giving Me Enough for My Trade

About this course

  • $79.00 / month
  • 68 lessons

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