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Objections is our master class on sales objection handling. This foundational sales training teaches the art and science of getting past NO. We can unequivocally say that Objections is the most comprehensive course on dealing with and getting past sales objections on the market today.

Your sellers and account managers will learn to become rejection proof and gain the skills, competencies, and frameworks required to effectively handle the four types of Objections faced in sales: Prospecting Objections, Red Herrings, Micro-Commitment Objections, Buying Commitment Objections

Objections is the  most comprehensive course on handling and getting past sales objections and the fear of rejection on the market today. It is designed to seamlessly integrate into and complement your current sales system.


COURSE LENGTH

Course length may expand or contract depending on modules covered, and customization for you unique situation.

In-Classroom: One to two days (depending on modules covered). The in-classroom course is heavy on experiential learning and includes exercises, role-plays, group break-outs, practice cases, and hands-on instructor coaching.

Virtual Classroom: Eight One Hour Live Sessions + One Hour of Self Directed Work Weekly

Online Self-Directed: Approximately 16 Hours


COMPETENCIES DEVELOPED

  • Controlling the Seven Disruptive Emotions
  • Mastering Human Influence Frameworks and Stakeholder Resistance
  • Sales Specific Emotional Intelligence
  • Rejection Immunity
  • Flexing to Buyer Personas
  • Dual Process and Controlling the Sales Conversation with Effective Agendas
  • Relationship Building, Development, and Anchoring
  • Challenging the Status Quo
  • Listening Skills
  • Handling Prospecting Objections
  • Handling Micro-Commitment Objections
  • Handling Buying Commitment Objections
  • Delivering Effective Demos, Presentations, and Proposals
  • Effective Sales Messaging
  • Asking and Closing Skills

COURSE MATERIALS:

  • Participant Workbook
  • Self-Directed Video Based Modules
  • Access to the Sales Gravy University Online Learning Platform (ask about our custom branded learning portals)
  • Coaching Guides for Sales Leaders
  • Four One-Hour, Post Course, Anchor Sessions with a Master Trainer in our Virtual Classroom

Flexes to Adult Learning Preferences

The training media, educational design, and delivery flexes to adult learning preferences and are responsive to multigenerational learning styles.

We employ an active learning methodology that blends interactive instruction with experiential learning elements, practice cases, and role-playing scenarios to create reference experiences that anchor key concepts and make training stick.

We offer multiple delivery options that flex to your organizational needs, training budget, learners, and learning preferences. All training programs are delivered by our master certified trainers or may be licensed and delivered by your learning and development team.


IN-CLASSROOM

Because Objections is highly interactive and skills are developed through role plays, practice cases, group discussions, exercises, and one to one coaching, our clients gain the highest ROI on the training investment when this course is delivered in a classroom environment.


REMOTE INSTRUCTOR FACILITATED VIRTUAL CLASSROOM

When your team is remote, spread-out, or the expense of taking them out of the field for classroom training is too high, RIFVC may be a cost effective choice for your group. Our remote course is delivered over thirteen live one hour sessions (usually 13 weeks) by our Master Trainer and supplemented with video-based, self-directed modules and off-line exercises and assessments.


SELF-DIRECTED ONLINE LEARNING

We offer a comprehensive self-directed,  e-learning course that includes training videos, visual learning elements, reading, audio, off-line assignments, and assessments. The online, self-directed coursework may be used as a supplement for classroom based learning or as a stand-alone. Learners may access the online course on the Sales Gravy University platform, on a private, branded learning portal we build for you, or on your company LMS (we provide you with the SCORM package).


LICENSING

Should you have in-house trainers and prefer that your own team deliver the training, you may license this program. We will train and certify your trainers and supply all of the course material. Give us a call at 1-844-447-3737 to learn more about our innovative licensing options.

WHO SHOULD ATTEND

This course is designed for sales professionals, sales leaders,  account managers, sales development representatives, customer success representatives and any customer facing role that deals with objections, conflict, and the potential for rejection. This course is appropriate for and flexes to both field sales professionals and  inside sales account executives in both B2B and B2C environments. We recommend that leaders audit the course.

This course may be fully customized for your company, learner segment, and defined sales process. Modules may be grouped, adjusted, or removed as needed. Call 1-844-447-3737 for more information on curriculum customization.


WE BUILD THE CURRICULUM AROUND YOUR COMPANY

Most training companies deliver generic training out of an off-the-shelve box. They expect every company to fit neatly into this generic box. This is why participants don’t find the training content (or facilitators) credible, training often fails to deliver the outcomes you expect, concepts don’t stick, behaviors don’t change, and you don’t get a fair return on your training investment

At Sales Gravy, we are known for our ability to speak our customers’ language and customize and shape training around each client’s unique situation and culture.

When training curriculum is developed in your language, integrates into your defined sales process, and addresses your unique challenges and go-to-market strategies, participants are more engaged, assimilate the training content faster, and skills stick over the long haul.

The Results:

  • Engaged learners
  • Long-term behavior change
  • Significantly higher return on your training investment
  • Increased sales, fast
  • Measurable business outcomes you can count on

OUR PROVEN PROCESS

To guide us while working with you and your team, we leverage a proven process – ADIO² – for developing and customizing powerful and engaging training curriculum and content specific to your unique situation.

Sales Gravy Proven Process for Sales Training Curriculum Customization

Assess: Our process begins with deep discovery to gain an understanding of your unique situation, culture, sales process, go-to-market strategies, customer base, industry norms, challenges, desired future state, metrics that matter, and measurable business outcomes. With this information we begin the design process and collaborate with you to develop a Business Success Plan that defines outcomes, expectations, and targets.

Design: Next we design and customize the training curriculum, content, workbooks, exercises, practice cases, and coaching guides specific to your organization. The learning path is aligned with the Business Success Plan. Media, workbooks, training decks, videos, and tools are customized with your organization’s branding.

Implement: Leveraging a blended learning methodology that connects with adult learners and generational learning styles, we deliver the training to your team and/or train and certify your in-house learning and development professionals to deliver the coursework.

Operationalize: ROI occurs when training sticks over the long-haul. Through post-training anchor sessions, online modules, and coaching guides we help participants turn new skills into habits. We then work with your leadership team to integrate new skills into your processes, systems, and sales automation stack.

Optimize: Working in concert with your team, we analyze performance data and iterate the program to improve outcomes and accelerate performance.

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