Managing Sales Objections and Obstacles

Category:

Description

Your approach to managing sales objections and obstacles effectively can significantly boost sales outcomes without incurring unnecessary and costly efforts. This workshop introduces a structured process for handling objections, empowering you to probe deeper to uncover unique customer needs and real issues, then connect solutions that align with customer expectations.

This highly motivational session equips you with a methodology that is systematic, comprehensive, and consultative, providing leadership skills in overcoming sales challenges and creating a lasting impact on sales results by mastering objection-handling techniques.

This course is HRD Corp (HRDC / HRDF) claimable. 

Additional information

Mode

Physical, 1-day
In-House

✓

Course Details

Learning Outcomes

  • Know the difference between resistance and objections
  • Change your perception towards objections
  • Discover methods for maintaining focus when faced with sales objections
  • Learn to get to the reason behind objections and respond effectively
  • Learn effective ways to answer objections, meet sales resistance and obstacles

Methodology:

This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.

Course Outline

Syllabus

  • Addressing the Fear that Causes Sales Resistance and Objections
  • Vital Factors for Closing & Managing Buyer Resistance
  • Common Telephone And Face To Face Objections
  • The Art Of Asking The Right Questions To Change Perceptions
  • Communication Strategies to Manage Objections And Challenging Situations
  • Tested Responses to Manage Common Objections When Closing Sale

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