Handling Objections

Handling Objections Workshops
Duration: 1 Day
This workshop focuses on how to deal with the various levels of doubt and resistance we encounter when selling and negotiating a proposal. Heavily practical in nature, content will be made up of a mixture of discussion, trainer demonstration and role plays.
The day will address objections as part of the sales process and not barriers that simply create anxiety and doubt.
Content includes:

• Objective or buying signal?
• Selling attitude
• Objections - 5 types
• Approach - the 4 P's
• Unearthing hidden objections
• Dealing with price
  
  • Adding value
    
  • Selling quality
    
• Handling bad response
• Delegate exercises
• Personal development strategies
• Building confidence
• Delegate role plays and analysis

Associated courses to the above subject include: - Professional Selling Skills
- Negotiation Skills