Handling Objections & Optimizing Sales

OVERVIEW
When an objection is appropriately handled during a sales process, the customer will not only be engaged effectively in a win-win negotiation, but you will also be able to achieve the desired outcome of gaining more business return. More importantly, you will build collaborative, long lasting relationships with your customers. During the course of the program, participants will experience learning and application of various skills to handle objections in a simulated case content to which participants have to respond and react as in the "real work context". In addition to case studies and skill exercises, frequent facilitator-led discussions require participants to apply what they are learning to the case and to other practical examples.

WHO SHOULD ATTEND
Sales Managers, Key Account Managers, Sales Executives and all Frontline Sales Staff

WHAT PARTICIPANTS WILL LEARN
  • To perceive objective tactics effectively and neutralize them
  • To handle objections appropriately while aligning customer attention on the product values and benefits
  • To deflect personal, hostile or irrelevant objections and questions by re-establishing common interest
  • To use critical tools and techniques properly for overcoming objections legitimately and productively


KEY CONTENTS
  • Identifying Different Types of Customer Objections
  • Facilitating for Decision Making with Benefit Statements
  • Probing for Customer's Underlying Interest and Needs
  • Developing Tailor-made Options with Values Stories Telling
  • Concluding Key Benefits for Assumptive Closing


DURATION 1-day





Training & Consulting