Overview:

Objections are a reality of sales. They are also a great opportunity to sell and close. People taking this course will be equipped with the professional skills to handle objections positively and successfully, and will be able to use a range of best-practice tools to help them do so.

Learning Outcomes:

• Gain an understanding of why prospects object
• Appreciate the psychology behind objections
• Recognize that objections help to close the sale
• Gain the ability to use a professional objection handling process
• Understand the use of communication techniques to support the objection handling process
• Learn how to use a repeatable objection handling process
• Recognize the different types of sales objection…and learn how to handle them all
• Put it all into practice

Who this course is for:

Any delegate in a sales, business development or account management role who wishes to manage the objection handling process more effectively.

Benefits to you:

You will be able to deal with objections more positively, turn apparent problems in the sales process to their advantage and close more business.

Benefits to your organization:

Your organization may see an increase in the close rates of their sales staff, and recognize that they can handle all stages of the sales process with equal professionalism.