Selling - Dealing With Objections

If you are like most sales professionals you are always looking for ways to overcome customer objections and close the sale. This workshop will help you plan, prepare and close more sales by addressing customer concerns.

World Class Training

More than ever in the current economic climate customers are becoming more reluctant to buy. Salespeople need to adapt to the current conditions and become more confident in dealing with and resolving customer objections, negotiating and closing the sale. The key is communication – by asking the right questions and actively listening to the concerns of your customers, you will be able to reach a common ground and a win-win deal.

Learning Outcomes

• Identify the steps you can take to build your credibility.
• Identify those objections that you encounter most frequently.
• Understand the LEARN model for resolving objections.
• Develop appropriate responses when prospective buyers throw you a curve.
• Disarm objections with proven rebuttals that get the sale back on track.
• Recognize when a prospect is ready to buy.
• Be prepared to present options and be willing to negotiate.
  

Who Will Benefit

All salespeople will benefit from this course.

Topics

• Types of Objections
• Is Your Competition Real?
• Critical Communication Skills
  • Listening
  • Listening for Accuracy
  • Powerful Questions
• Overcoming Objections
  • The LEARN Model
• Dealing with Objections on Price
• Handling other Objections
• Buying Signals
• Negotiating
• Closing the Sale
  
  
  

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