Overcoming Sales Objections- 1 Day

Service Description

For details, corporate discount/booking, register via info@cuttinge.sg Duration: 1 Day Workshop Objectives: By the end of this workshop, participants should be able to: - Understand the factors that contribute to customer objections. - Define different objections. - Recognize different strategies to overcome objections. - Identify the real objections. - Find points of interest. - Learn how to deflate objections and close the sale. Target audience: All Business People Course outline Module 1: Three Main Factors Skepticism Misunderstanding Stalling Module 2: Seeing Objections as Opportunities Translating the Objection to a Question Translating the Objection to a Reason to Buy Case Study Module 3: Getting to the Bottom Asking Appropriate Questions Common Objections Basic Strategies Case Study Module 4: Finding a Point of Agreement Outlining Features and Benefits Identifying Your Unique Selling Position Agreeing with the Objections to Make the Sale Case Study Module 5: Have the Client Answer Their Own Objections Understanding the Problem Render it Unobjectionable Module 6: Deflating Objections Bring Up Common Objections First The Inner Workings of Objections Module 7: Unvoiced Objections How to Dig up the “Real Reason” Bringing Their Objections to Light Module 8: The Five Steps Expect Them Welcome Them Affirm Them Complete Answers Compensating Benefits Module 9: Dos and Don’ts Dos Don’ts Case Study Module 10: Sealing The Deals Understanding When It’s Time to Close Powerful Closing Techniques The Power of Reassurance Things to Remember Module 11: Wrapping Up Lessons Learned Completion of Action Plans and Evaluations