Overcoming Sales Objectives

Handling a Difficult Customer

Overcoming Sales Objectives

  Duration:1 day
  Effort:4-5 hours
  Category:Sales
  Level:Mid-Career
  Language:English
  Institution:iEdge Consulting Ltd
  Price:US$99 Special Offer US$79

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Description

Experiencing a sales objection can be a disheartening event. Through this course your participants will learn how to eliminate the objection and push through to get that sale. Even the best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit. Overcoming Sales Objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.


Designed for

All levels of jobs serving in a front line of customer relationships

  • Those who want to understand how to handle sales targets, goals and how to achieve them.
  • Those wanting to overcome real sales objectives.     

Learning Objectives

With this course you will learn how 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.

Getting Started

Just to make sure the experience is as smooth as possible we’d like to suggest a couple of things you may or will need to get on with the course:

  • While we are happy for anyone to enroll in the course, we suggest that you should be at least managing/leading a team (big or small) or preparing for a role that requires your leadership skills
  • Internet connection is a big must
  • Readiness to learn, remember this is about you and so you need to be ready to take time to yourself and motivate yourself
  • Maybe something to write some notes down or ideas, but don’t worry the course documents can be downloaded at the end of the course for you to review and use at any time
      Have fun!

The Journey

What’s in it for me: A look into three main factors of objections in sales and how these can be challenged

    Review Questions:1           


What’s in it for me: Learn how to translate the objections into opportunities by converting the customers objection to a question with positive reasoning. These techniques enable you to learn how to turn customer reactions to positive outcomes and engage them into a sale.

  Case Study: 1              Review Questions:1           


What’s in it for me: Learn how to ask appropriate questions and deal with common objections. We look at some basic strategies to handle these areas and guide you to overcome the objections.

  Case Study: 1              Review Questions:1           


What’s in it for me: Develop your approach by outlining the features and benefits and defining your Unique selling point (USP). In addition, a strategy to agree with an objection to make a sale will be assessed using cases.

  Case Study: 1              Review Questions:1           


What’s in it for me: Another technique used in sales is to have the client answer their own objection. We look into rendering the unobjectionable – powerful tools to manage those difficult sales. 

  Case Study: 1              Review Questions:1           


What’s in it for me: Learn about understanding the real problem with the customer and where the objection is coming from. We look into the inner workings of the objection and how to deal with it.

  Case Study: 1              Review Questions:1           


What’s in it for me: Learn how to dig further into objections and bring light to the reasons. This helps you and the customer to better understand the needs and define the right level of the sale – a win:win for all.

  Case Study: 1              Review Questions:1           


What’s in it for me: A 5 STEP approach to helping you win the sale. These are fail proof strategies that every sales person must know and use.

    Review Questions:1           


What’s in it for me: A look into some simple reminders of the do’s and don’ts of managing and handling objections.

    Review Questions:1           


What’s in it for me: A look into powerful closing techniques, assumptions, actions and the best deal that will suit all parties. But don’t stop here. Let’s summarise all you have learnt and remember knowledge is no good kept in a cupboard. Implement what you have learnt, try the tools and see the outcome until you find a combination that works for you!

    Review Questions:1           


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Last modified: Tuesday, 16 January 2018, 8:55 PM