Answering Objections

For many sales representatives the most difficult challenge is facing those inevitable objections. An objection is any obstacle, issue or problem that the buyer introduces during the sales process. For the frustrated sales rep, these objections seem to be the only things preventing the deal from closing. All that is lacking is a magic wand to make the objections go away.

We don’t have a magic wand, but we can offer our highly interactive Answering Objections sales training workshop. This four-hour, practice-driven seminar focuses on a complete toolbox of skills to help you prepare for and overcome all kinds of objections. During the training, our senior level sales training instructors will deliver hands-on practice in asking the right questions to uncover customers’ hidden doubts and turn them into opportunities to sell them on the value of your products and services. The proven skills you will learn to use during this course will allow you to adjust your sales strategy at a moments notice to counter pushback as it occurs. The confidence and expertise you will gain from this course will have you looking forward to objections, so you can use them to boost
your bottom line!

On-Site Training: can be tailored to the needs of client organization and delivered on-site at time and location of client choice.

Objectives:

Participants will learn to:

• Identify cues to uncover underlying objections.

• Identify different categories of objections to quickly prepare responses.

• Anticipate doubts common to various buyer types to craft your strategy for
  responding to the pushback from a specific prospect.

• Ask open and closed-ended questions to clarify and resolve precise objections.

• REFRAME objections to communicate benefits in the big picture.

• Test for agreement to maximize the effectiveness of closing techniques.

• BRIDGE back to FAB statements to reiterate and reemphasize value.

For more information and pricing, please complete this form and we will email you a confidential Annotated Outline that will provide you with an hour by hour description of this training seminar.

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