Objection Free Selling Course Curriculum
HomeWeb-Based Training page

To earn your "Sales Specialist" certificate you must complete the fifteen required courses listed below.

Courses required for certification

  1. Objection Preventing
  2. Objection Responding
  3. Profile and Qualify Prospects
  4. Competitor Analysis
  5. Research Prospects
  6. Features, Advantages, and Benefits (FAB)
  7. FAB/TEA Formula
  8. Benefit Question
  9. Block Competition Between Calls
  10. Value Improvement Proposition
  11. Trust & Rapport
  12. Active Listening Skills
  13. Defusing Anger
  14. Telephone Cold Call
  15. Voice Mail Strategies

Support Materials (included in the tuition)

  1. Priority Prospect Project (P3) Strategy Session Manual (PDF)
  2. P3 two page instruction guide (PDF)
  3. Brainstorming Guide
  4. Consensus Building Guide
  5. 85 Most Common Sales Stopping Objections with Prevention and Response Strategies
  6. 39 Closing Strategies
  7. 15 Clues an Account is in Trouble
  8. 9 Ways to Reassure the Customer

Go to: www.LearnSellingOnline.com for the full Sales Training curriculum (including these courses).

Objection Free Selling Curriculum

Objection PreventingObjection Preventing

The purpose of this course is to provide a guide for developing "prevention" strategies for potential objections. Before you buy something, what must you believe? What else must you believe and if you didn't believe that, what objections would you give? Objections are directly related to the missing Buyer Belief. There are 10 Buyer Beliefs.

The ultimate objective is to PREVENT the objection from ever entering the customers mind.

Top

Objection RespondingObjection Responding

Throughout the sales process you are taking specific actions to prevent most of the common sales stopping objections you get. And even with those efforts there will be an objection that gets past the "Prevention" strategy, doesn't get "Preempted" at the appropriate time, and now you're faced with having to "Respond" to it. This course is designed to equip you with some of the most effective ways of handling these objections.

Linked to this course are the 85 most common sales stopping objections along with Prevention strategies and Responses that other salespeople have used successfully.

Top

Profile and QualifyProfile & Qualify Prospective Customers

Calling on the right companies is a matter of knowing the common characteristics your best customers share, then developing a template or profile to compare and match prospects. Sounds simple? Yet, salespeople have been shown to spend as much as 64% of their valuable selling time talking with prospects who are not qualified. With the profiling process you'll learn here, you will be able to develop questions to quickly qualify prospects.

Top

Competitor AnalysisCompetitor Analysis

We all have competition. Most of the people we call on in our prospective customer organizations already have someone providing products and services that can fill the same or similar needs we can fill. Others have a choice to use or not to use a product or service. "Do nothing" is also a competitor.

It is difficult to sell against the competition until you know specific information about them. Armed with this information you will know what objections to expect and how to neutralize them. You will know exactly where to focus your conversations with the prospect that will always uncover problems only you can solve. Your target is not to establish the functional need for what you sell, that's already been done. Your job is to establish the need(s) for how your product / service meets the functional needs better through the use of your Unique Selling Points.

Top

Research QuestionsResearch the Prospect

In competitive selling, the mission is to determine how, through the use of your products, service, and the manner in which your company conducts business, you can competitively advantage your customers by increasing their ability to generate profitable revenues, lower their overall cost of operation, enhance or strengthen their image, and/or decrease their vulnerability in their market place.

This means you must understand how they are currently getting their needs met, business plan, competitive pressures, and market fundamentals that significantly impact their ability to buy from you. The Research Questions provide the transition to your value based sales interview.

Top

FAB iconFeatures - Advantages - Benefits

The purpose of this course is to introduce you to the powerful persuasive language of selling: Features, Advantages and Benefits. "Features" (which customers pay for) are explained in an "Advantageous" way to meet functional needs that deliver "Benefits" that fill the customer's business needs and the buyer's human needs. Only Benefits fill needs. Customers pay for Features that provide the Benefits to fill Needs. Speak the language, make the sales.

Top

FAB TEA IconFAB / TEA Value Selling Formula

The FAB / TEA Formula is a straightforward, easy to learn, and highly flexible way to establish value and prevent seven of the ten categories of objections.

Feature: Tell the Feature
Advantage: Explain it and meet functional needs
Benefit: Ask how the Benefit will fill the business and human needs.

Use the primary Research Questions to orient the customer in areas where you are strong, the competitor is weak and the customer has needs (Competitor Analysis) to lead directly into the value selling model

Top

Benefit QuestionsBenefit Questions - Create Positive Attitudes

Benefit Questions uncover value (financial, subjective, emotional, personal), shift the burden of proof from you to them, discover others who will benefit, rehearse you buyer to sell internally for you when you're not around and to other decision-makers you can't get in to see, and they create attitudes to competitor proof your customers. Obviously an important skill set.

Top

Block the Competition IconBlock the Competition Between Calls

There are three commonly used tactics that help block the competition when you're not around. While you're taking this course there could be a competitor taking your customer, or at least trying to. What's to stop them? There are three common ways to block your competition. One you've already learned in the previous course entitled "Benefit Question." Two more very important strategies are to set Expectations, Criteria or Specifications that only you can meet (think Unique Selling Points), and to use one of the Step-Based Closing Strategies talked about in the book entitled "Interim Action Plan" to further insulate your customers.

Top

Value Improvement Proposition IconValue Improvement Proposition (Presentation)

Presentations that use the "tell them everything" shotgun approach simply are not as effective as presentations that specifically address and confirm how you will meet the prospect's criteria. The "Value Improvement Proposition" presentation style you will learn in this course is an incredibly powerful six step method that will help you strengthen trust and rapport, break the "irrational customer loyalty bond", prevent price pressure, demonstrate competence, and activate the plan for implementation without the prospect having to give you the "go-ahead."

This presentation strategy establishes your right to speak by summarizing and presenting the situational analysis that includes the problems that were uncovered. It lists the criteria for product, service, and supplier selection that include your unique selling points. It confirms with irrefutable logic how the prospect's criteria can be met. Further it demonstrates bottom-line value in a balance sheet comparison format and it discusses a plan for implementation.

Top

Trust and Rapport IconTrust and Rapport Building

Customers will seek to do business with people they feel comfortable with and with whom they can trust. Establishing trust and rapport is essential to building working relationships with customers.

This course will show you how to use the specific skills which make trust and rapport building quick and easy with almost every customer. The content is directed to sales personnel, customer service personnel, and people in customer service roles who are also responsible for sales.

Top

Active Listening Skills IconActive Listening Skills

Many costly errors and arguments occur because the person getting instructions for a task to complete did not "actively listen." Active listening is a way to improve relationships with both internal and external customers as well as a means to reduce costly errors that result from misunderstandings.

In this course the participant will learn the five core listening skills and the context in which they should be used. Understand how to use active listening to enhance trust and rapport and to directly improve relationships.

This course presents methods that will allow you to provide feedback to the speaker in your conversations in such a way as to enable them to know the extent to which you heard and understand the meaning they are attempting to convey. This will earn you the right to speak.

Top

Defusing Anger IconDefusing Anger

There are times when the customer senses that a problem could cause them to experience a loss. Threat of loss triggers anger. With an upset customer, if we simply solve the problem and do not take care of the customer’s emotions first, we end up with a satisfied angry customer. This course will teach a three step method to defuse anger.

Top

Telephone Cold CallingTelephone Cold Calling

The telephone cold call strategies in this module will help you prevent initial contact objections such as, "not interested," "just send me your literature," "already have someone." It will also, show you how to transition "screeners" into "coaches" and efficiently set "priority appointments" for future phone or in-person meetings.

Top

Voice Mail Strategies IconVoice Mail Strategies

Voice mail gives you the opportunity to deliver your 30 second high impact commercial when you have the prospects undivided attention and to get the prospect to return your calls by leaving a compelling business reason to do so. You'll learn how to create and deliver voice mail messages that get results.

Top

Career Advancement Through Skill Development

[Online Sales Management Training] [Online Sales Training] [Online Customer Service Training] [Marina Customer Service Training]

STI Logo
For additional information
1-800-551-7355 or 1-281-367-5599
e-mail info@saleshelp.com 
© Copyright 1995, 2015 Sales Training International
www.SalesTrainingInternational.com