Overcoming Objections to Nail the Sale

Churchill Square Training & Development

Course

Online

£ 39 VAT inc.

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Description

  • Type

    Course

  • Methodology

    Online

  • Duration

    Flexible

  • Start date

    February

Study materials, tutor support & certificate

If you are like most sales professionals, you are always looking for ways to overcome customer objections and close the sale. This course will help you to work through objectives effectively. We will help you plan and prepare for objections so that you can address customer concerns, reduce the number of objections you encounter, and improve your averages at closing sales.

Facilities

Location

Start date

Online

Start date

FebruaryEnrolment now open

About this course

-Steps that they can take to build credibility.
-How to identify the objections that they encounter most frequently.
-How to develop appropriate responses when prospective buyers throw a curveball.
-Ways to disarm objections with proven rebuttals that get the sale back on track.
-How to recognize when a prospect is ready to buy.
-How working with their sales team can help them succeed.

Anyone involved in sales

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Reviews

Subjects

  • Sales Techniques
  • Sales Training
  • Building Credibility
  • Sales
  • Appearance
  • Competition
  • Communication Skills
  • Communication Training
  • Communications
  • Observation Skills
  • Customer Relationship Management
  • Customer Retention Strategy
  • Business Strategy
  • Marketing Strategy
  • Marketing Communications
  • Communications Planning
  • Organizational Skills
  • Customer satisfaction
  • Relationship Building
  • Listening Skills

Teachers and trainers (1)

Susan Lloyd

Susan Lloyd

Managing Consultant

Susan has over twenty five years senior professional work experience, she spent the first 10 years of her career as a training manager in the Royal Navy, which included training design, delivery and training technologies. Both academically and professionally well qualified, she gained a top MBA from Cranfield University, an MA Marketing. In 2013, she qualified as an NLP Master Practitioner, she n

Course programme

COURSE OUTLINE

Building Credibility

This session will discuss ways that participants can build their credibility, including first impressions, appearance, demonstrations, and testimonials.

Your Competition

Why talk about the competition? Because sooner or later every person in sales has to be aware of the fact that others are offering similar products and services. This session will talk about what research to do and how to make the most of it.

Critical Communication Skills

During this session, participants will learn how to ask good questions and listen effectively – two skills that are key to handling objections.

Observation Skills

A keen ability to observe your surroundings to better understand a situation is another useful skill to have, and participants will have the opportunity to work on it during this session.

Customer Complaints

This session will look at how customer complaints and how they can actually make anyone a better salesperson.

Overcoming Objections

Once participants have some basic skills and concepts mastered, they will explore what an objection is. They will also work in small groups to identify their most frequently encountered objections and they will brainstorm ways to respond to them.

Handling Objections

During this session, participants will some basic ways to respond to objections, including the Identify – Validate – Resolve strategy. Participants will also learn about nine specific objection handling strategies, including the Boomerang, FFF, and Show Your Hand.

Pricing Issues

This session will give participants ways to address the most common objection: price.

How Can Teamwork Help Me?

Many sales people treat their team as competition. This session will explore how teamwork can make you a better salesperson.

Buying Signals

During this session, participants will learn how to know when the buyer is ready to close.

Closing the Sale

This session will look at several different closing techniques and the top fifteen activities that make a person successful at closing the sale.

Additional information

WHAT TOPICS ARE COVERED:
-Building credibility
-Your competition
-Critical communication and observation skills
-Handling customer complaints
-Overcoming and handling objections
-Pricing issues-How can teamwork help me
-Buying signals
-Closing the sale

See related categories

Overcoming Objections to Nail the Sale

£ 39 VAT inc.

The best Sales Management courses

See all

See all