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Handling Objections

Handling Objections

in Leadership & Business Skills
(0 Ratings)
Created by NexaEdu

About this course

Course Overview

Customer buying concerns and objections are a natural part of the sales cycle, the challenge is that many sales professionals fail to either recognise customer signs of resistance, or are not able to fully deal with the issue to move to customer agreement.

The Handling Objections workshop is a hands-on 1-day session that is designed to help sales people recognise resistance and effectively deal with it to advance the sales process.

Course Objectives

By the end of the workshop delegates will be able to:

  • Recognise resistance based on the customers words and actions.
  • Explain why objections occur.
  • Apply a 4-step process to handle common objections for their products or services.

Course Content

Introduction

  • Introduction to workshop and learning objectives.
  • Participant introductions and learning goals.
  • The value of customer resistance and objections.

    Unit 1: Recognising Objections

  • Why Objections Occur.
  • Recognising objections:

    o Verbal signs.

    o Non-Verbal signs.

    o Para-verbal signs.

    Unit 2: The Handling Objections Process

  • The four-step process for handling objections.
  • Creating the right environment to deal with the objection.
  • Asking questions to understand the root cause.
  • Positioning your response.
  • Gaining commitment.

    Unit 3: Case Study Application

  • Your common objections.
  • Work group preparation and role play.

    Workshop Conclusion

  • Review of learning objectives.
  • Your commitment and next steps.

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    $2,200
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    Live class specifications

    Enrolled:
    Unlimited
    Duration:
    1 day

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