Why would a buyer raise a sudden obstacle in the middle of a seemingly smooth sales process? It’s likely a sign of a hidden objection. Don’t get mad; get to the root of the problem! Use the Overcoming Objections plays to Identify True Buyer Objections, then eliminate that barrier or negotiate a work-around.

Duration: Approximately 15 min

Objectives
After you complete this course, you will be able to:
• Name the purpose and plays of the Overcoming Objections routine
• Identify and diagnose red flags that indicate an objection is present
• Use active listening and open-ended questions to truly understand the nature and extent of an objection
• Evaluate an objection to properly solve it
• Prepare an Overcoming Objections Play for a current or potential prospect