Successfully Handling and Overcoming Objections (Theory and Role Playing) Module 6

We'll explain you what objections are, why they are sometimes a positive sign & how to successfully work through them to satisfy client concerns. In a group discussion, we'll review some of the fears & concerns that salespeople have about objections.

Course Outline

 
Common Sales Challenges and Training Needs Addressed in this Workshop:

• Here is a list that may apply to one individual, several staff or an entire sales team:
• Objections that can be overcome but due to a lack of skills or understanding they either stall or stop a sales opportunity.
• Junior, inexperienced, untrained staff or order takers who create unnecessary objections or fail to understand the need to properly uncover customer needs, build value and therefore eliminate objections before they arise.
• People who become conditioned by and complain to management or who heavily discount because of customer price objections.
• Individuals who are emotionally impacted in a negative manner (i.e. panic or freeze) when faced with real or perceived customer objections.

Workshop Highlights: 

• In this workshop we will explain to you what objections are, why objections are sometimes a positive sign and how to successfully work through objections to satisfy client concerns.
• In a group discussion, we will review some of the fears and concerns that salespeople have about objections.
• We will help you gain a clear understanding of why your perception and interpretation of prospect dialogue makes a huge difference.
• In the session we will review some basic rules of conduct for managing objections.
• You will be provided with suggestions and ideas for minimizing the number of objections that you encounter during your client interactions.
• Learn how to gain an edge that will make the difference when faced with objections.
• Our final objective is to reinforce the need for planning, preparation and practice.
• This is a four hour workshop, two and a half hours of theory and one and a half hours of open role-playing to provide the participants with real life examples of how to successfully manage objections.

Who Should Attend:

• Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.
• Those who encounter a large number of prospect objections in their sales role and want to overcome their apprehension.
• People who are plagued with price objections from their customer and prospect base.
• Anyone wanting to learn tips and techniques for minimizing the number of objections that they face on a daily basis.
• Those who want to learn a systematic approach to addressing objections that is simple and applies to their industry.
• People who want more resources and tools for managing objections in a calm and professional manner.
• Sales people who want an opportunity to hear a Professional Sales Trainer answer actual objections that they hear in real life selling scenarios.

Additional Details

Pre-Requisites

Certificates offered

Training Materials, and Refreshments Included. Participants will receive a Certificate of completion

Cancellation Policy

Map & Reviews

Elite Training Systems
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