Sales Training

Handling Objections

Highly-focused program teaching a ubiquitously valuable skill: How to handle hidden and clearly-stated objections. Program teaches a model and process applicable in a wide variety of context; including selling, sales and other presentations, customer service, and personal life.

Most Objections are Hidden

Most objections are hidden behind statements like, “The cost is too high.” Participants first learn to recognize hidden objections to prevent themselves from responding to the wrong issues.

Participants then learn how to:

• Uncover the real issues, concerns, problems
• Project a confident and unruffled image
• Defuse objections, issues, concerns

A Powerful Model

This program teaches how to use a simple yet powerful model for handling both hidden and clearly-stated objections. In addition to uncovering the real issues, participants learn how to apply the model to:

• Avoid escalating the sense of conflict surrounding many objections
• Use the opportunity to strengthen relationships
• Successfully handle the objections

A Valuable Process

The kinds of objections, and the statements that hide them, are unique to each client and sometimes to each participant. This program walks participants through a process so they learn:

• How to handle the hidden and clearly-stated objections they personally encounter
• How to do the same in the future, as new objections arise

More

Of course, participants learn how to handle objections and move things forward. They also learn how to recognize and handle potential and actual deal-breakers.

Each client and therefore each program deals with unique objections, sales environment, etc. Following the program, a customized cheat-sheet is produced showing the statements, objections, and methods of countering those objections.

Logistics

• Timeframe: One full day to 1.5 days
• Suitable for in-person or telephone sales or customer service environments.
• Completion of Consultative Selling or Sales for Service Reps may be a prerequisite. This is determined on a case-by-base basis.