Learning Products and Games

101 Objections:
Overcoming Obstacles to Successful Selling

Ask any sales representative what the most difficult aspect of the sales process is and he or she will most likely tell you, “Overcoming customer objections.” The successful handling of objections is a delicate skill that requires sales representatives to ask the right questions, identify customer needs, and satisfy expectations.

101 Objections is a learning tool that offers proven techniques for managing this aspect of the sales cycle, including an Affinity Diagram, a Decision Equation, and the Four A's Model, an effective step-by-step approach for handling objections.

The training begins with an introduction to the different categories of objections, and a lecturette that familiarizes participants with the decision-making process and the Four A’s Model. Then, using cards that present realistic sales objections, participants practice overcoming them using the four-step approach. The four card games can be played independently or combined with each other depending on participant needs and timeframes. Finally, action planning enables participants to apply their learning to potential real-life sales objections.

Learning Outcomes:

• Discover how purchasing decisions are made
  
• Identify four categories of objections
  
• Use a reliable model for responding to objections
  
• Practice responding to typical customer objections
  
• Apply skills to real-life objections

Easy to prepare for and facilitate, the game is neatly packaged in a three-ring binder with a convenient pocket for training materials. Perfect for training individuals or large groups, 101 Objections can be run as a stand-alone exercise or integrated into a sales-related training program.

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