Overcoming Objections

In this more advanced course, OPC’s will practice the effective use of trial closes throughout their presentation. In addition, we will focus on the five most common objections and how to differentiate them versus a stall or an excuse. Course participants will watch video clips on overcoming objections and will practice advanced closing techniques, gaining real-world skills to overcome customer fears and increase their booking rates. Specific topics covered in this 2-day seminar include:

• Guiding principles for closing.
• Three types of closes, including the assumptive close, the bullet close and the choice close.
• Distinguishing the five “true objections”.
• Rebuttals for the five objections.
• Incorporating third party stories into closing.