Handling Objections
Regardless of how good a salesperson is, they will meet up with reasons not to buy i.e. ‘objections’. The first thing they need to learn is that most ‘objections’ are opportunities… because they often mask the real interest and concerns of the buyer.
This important module explores how to spot the difference between true and false objections and what responses and questions to ask in order to handle the situation correctly. Are there obstacles they need to help prospects overcome; if so are they confident to deal effectively with these ‘buying signals’. In addition, when they are given false objections can they determine if it is a ‘put off’ or stall. More important, what are the real reasons which are not even on the radar which has to be dealt with before they can progress to an order.
The module also brainstorms with delegates to list the most common objections they face, grouping them into categories to be worked on and practiced in groups. At the end of the module delegates leave greater confidence and view objections in a positive way as opportunities to close the business.
This important module explores how to spot the difference between true and false objections and what responses and questions to ask in order to handle the situation correctly. Are there obstacles they need to help prospects overcome; if so are they confident to deal effectively with these ‘buying signals’. In addition, when they are given false objections can they determine if it is a ‘put off’ or stall. More important, what are the real reasons which are not even on the radar which has to be dealt with before they can progress to an order.
The module also brainstorms with delegates to list the most common objections they face, grouping them into categories to be worked on and practiced in groups. At the end of the module delegates leave greater confidence and view objections in a positive way as opportunities to close the business.
