This workshop will help you teach participants how to plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections they encounter, and improve their batting average at closing the sale.
- Course Outline
Most sales professionals are always looking for ways to overcome customer objections and close the sale. This workshop will help you teach participants how to plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections they encounter, and improve their batting average at closing the sale.
Specific learning objectives for participants include:
- Identify the steps you can take to build your credibility
- Identify the objections that you encounter most frequently
- Develop appropriate responses when prospective buyers throw you a curve
- Learn ways to disarm objections with proven rebuttals that get the sale back on track
- Learn how to recognize when a prospect is ready to buy
- Understand how working with your sales team can help you succeed
You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
This session will discuss ways that participants can build their credibility, including first impressions, appearance, demonstrations, and testimonials.
Why talk about the competition? Because sooner or later every person in sales has to be aware of the fact that others are offering similar products and services. This session will talk about what research to do and how to make the most of it.
Critical Communication Skills
During this session, participants will learn how to ask good questions and listen effectively - two skills that are key to handling objections.
A keen ability to observe your surroundings to better understand the situation is another useful skill to have, and participants will have the opportunity to work on it during this session.
This session will look at how customer complaints and how they can actually make anyone a better salesperson.
Once participants have some basic skills and concepts mastered, they will explore what an objection is. They will also work in small groups to identify their most frequently encountered objections and they will brainstorm ways to respond to them.
During this session, participants will some basic ways to respond to objections, including the Identify - Validate - Resolve strategy. Participants will also learn about nine specific objection handling strategies, including the Boomerang, FFF, and Show Your Hand.
This session will give participants ways to address the most common objection: price.
How Can Teamwork Help Me
Many sales people treat their team as competition. This session will explore how teamwork can make you a better salesperson.
During this session, participants will learn what signals indicate the buyer is ready to close.
Closing the Sale
This session will look at several different closing techniques and the top fifteen activities that make a person successful at closing the sale.
At the end of the day, students will have an opportunity to ask questions and fill out an action plan.
- Prerequisites & Certificates
Certificate of Completion
- Cancellation Policy
ctc TrainCanada - We Never Cancel*:
We are unique in the corporate training field in that we do not cancel desktop applications courses due to low enrollment. When there are less than 3 students, ctc TrainCanada will personalize the class (students then receive more time with the instructor to address their individual needs allowing the student to complete the full course in less time) or connect the student remotely to a class at one of our other branches via TrainLive remote classroom instruction. *Microsoft Certified Courses and other technical courses require a minimum enrollment of three students. Business Skills courses require multiple students in order to run due to the interactive nature of the training. Selected Desktop Applications courses may require a minimum enrollment of two students to run. ctc TrainCanada® reserves the right to deliver Microsoft Certified and other technical courses via TrainLive remote classroom instruction in order to guarantee the course to run.
ctc TrainCanada Cancellation policy:
You may cancel or reschedule this registration in writing with no penalty with a minimum of 10 business days' notice prior to the first day of the course. Full payment is required if you cancel or reschedule this registration within 10 business days prior to the first day of the course. However, substitutions are welcome. If you do need to cancel or reschedule a publicly scheduled course within the 10 day non-cancellation period (not a client dedicated course), payment is to be made and a training voucher for a public course will be issued to you. This allows you to attend a future date for the same course at no charge (subject to availability).
No-shows will not be issued a training voucher.
Complimentary Service: We offer all our students coffee, tea, juice or pop, muffins or pastries in the morning and cookies baked in our own oven each afternoon.
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This course currently does not have any dates scheduled. Please call 1-877-313-8881 to enquire about future dates or scheduling a private, in house course for your team.
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