Objection handling master class
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This document provides an overview of an objection handling master class training course. The course aims to teach salespeople techniques for properly overcoming objections from prospects in order to increase sales effectiveness and reduce sales cycles. The training outcomes include identifying real versus smoke screen objections, exploring objections, applying questioning techniques, overcoming barriers to listening, and dealing with price objections. The course is suitable for consultants with less than two years of experience or as a refresher for more experienced consultants.
Objection handling master class
- 1. OBJECTION HANDLING MASTER CLASS As a salesperson, you put in a lot of time and effort to ensure that your product or services are needed by your prospect. However, no matter how compelling the need may be, no matter how excellent your product may be, prospects will always raise objections, and demand additional information. Rarely will a sale occur without this. Therefore it's essential that salespeople understand what goes into properly overcoming sales objections and how to handle the common sales objections that prospects and clients frequently raise. By mastering the techniques for professionally meeting and overcoming objections, salespeople will experience a dramatic increase in sales effectiveness, including a significant reduction in sales cycle time. Sales objections are roadblocks, not dead ends. COURSE OVERVIEW The objection handling master class has been designed to assist sales people to overcome the many objections they are faced with daily. TRAINING OUTCOMES 1. Identifying the difference between 'real objections' and 'smoke screen objections' 2. Techniques to effectively explore the objection 3. Techniques to apply supposition and implication questions around objections 4. Identifying the barriers to effective listening 5. Understanding when it is appropriate to build 'pain' for a client 6. Dealing with price objections and how to defend and justify cost 7. Offering solutions to objections with maximum impact SUITABLE FOR As an introduction to consultants with less than 2 years’ experience As a refresher to any experienced consultant or senior consultant WHERE BUSINESS AND TRAINING COME TOGETHER FUSION APPROACH Is simply to work in synergy not only with our clients and the needs of their business but also with our delegates, to ensure they are given the tools to achieve success. Tel: 07 3273 2642 www.fusiontraining.com.au