| COURSE TITLE |
OVERCOMING OBJECTIONS:
NAILING THE SALE
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| OVERVIEW |
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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 execute proposals and presentations that address customer concerns, reduce the number of objections you encounter and improve your batting average at closing the sale.
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| LEARNING OBJECTIVES |
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Workshop participants will be able to:
- Identify the steps you can take to build your credibility.
- Identify those objections that you encounter most frequently.
- 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.
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| COURSE OUTLINE |
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- Introduction and Course Overview
- Credibility
- Your Competition
- Critical Communication Skills
- Listening
- Listening for Accuracy
- Powerful Questions
- Observing
- Observation Skills
- Classroom Caper
- Customer Service Complaints
- Overcoming Objections
- What Are Objections?
- What Are The Objections You Encounter?
- How Can Teamwork Help Me?
- Why Work as a Team?
- Pricing Issues
- Handling other Objections
- Buying Signals
- Closing the Sale
- Closing Techniques
- Top Fifteen Activities That Make You Successful at Closing the Sale
- Sell It To Me
- Presentations
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| METHODOLOGY |
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- Large group discussions
- Small group discussion and skill-building exercises
- Individual skill-building exercises and practice sessions
- Lecturettes
- Simulations / Role-plays / Live Practice
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| WHO SHOULD ATTEND |
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- Account Managers, Sales Representatives, Territory Representatives, Sales Employees
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| PRE-REQUISITES |
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| DURATION |
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| CLASS SIZE |
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