Overcoming Objections

This half day session is designed for anybody in a sales or influencing role looking to overcome resistance and client concerns to proposals and presentations. It will look at practical techniques with the aim of gaining agreement without creating client conflict.

Who should attend the Overcoming Objections course?

Anybody in a sales or influencing role looking to overcome resistance and client concerns to proposals and presentations.

What are the benefits of attending Overcoming Objections training?

At the end of the course the delegates will……

• Understand the importance of objections and why customers raise them.
• Have examined the most common objections and considered logical responses to those objections.
• Have examined a specific model to understand customer resistance and be able to overcome objections without conflict.
• Understand the right questions to ask the customer.
• Understand how to explain the key benefits to overcome or minimise the customer's concern.
• Understand when and how to gain agreement.

Key topics in the Overcoming Objections course

Define resistance and objections

Identify the common objections

Skill and technique

• Specific skill-based model
• Resolve issues - avoid conflict

Asking the right questions

• Clarifying misunderstandings
• Choosing the most appropriate questions

Ensure we have really understood the concern

• Clarifying own understanding
• Effective listening

Presenting the solution

• Specialist knowledge - products and services
• Benefits to the client

Closing the Sale

Audience: Team Leaders, Middle Managers, First line managers