Table of Contents

1. Getting Started
   • Overcoming Sales Objections 00:00:39
   • Getting Started 00:01:06
2. Three Factors
   • Three Factors 00:03:04
   • Three Factors Case Study 00:00:36
3. Seeing Objections as Opportunities
   • Seeing Objections as Opportunities 00:01:43
   • Seeing Objections as Opportunities Case Study 00:00:24
4. Getting to the Bottom
   • Getting to the Bottom 00:03:31
   • Getting to the Bottom Case Study 00:00:32
5. Finding a Point of Agreement
   • Finding a Point of Agreement 00:03:09
   • Finding a Point of Agreement Case Study 00:00:19
6. Have the Client Answer Their Own Objection
   • Have the Client Answer Their Own Objection 00:02:14
   • Have the Client Answer Their Own Objection Case Study 00:00:26
7. Deflating Objections
   • Deflating Objections 00:01:35
   • Deflating Objections Case Study 00:00:26
8. Unvoiced Objections
   • Unvoiced Objections 00:01:44
   • Unvoiced Objections Case Study 00:00:36
9. The Five Steps
   • The Five Steps 00:02:48
   • The Five Steps Case Study 00:00:52
10. Do's and Don'ts
    • Do's and Don'ts 00:01:02
    • Do's and Don'ts Case Study 00:00:35
11. Sealing the Deal
    • Sealing the Deal 00:04:49
    • Sealing the Deal Case Study 00:00:33
12. Wrapping Up
    • Closing 00:00:21