Having come all the way from finding the right leads to presenting, it is crucial that we know how to overcome this stage of the selling process. In this stage, we need to identify the nature of the customer’s objections. Is it a way to get us out of the door? Or is it a buying signal in itself, wanting us to give a better deal overall? If so, which aspects of our presentation worked? Where else in our presentation did we miss the point? What is the objection about? Do we apply objection handling techniques and if so, which technique would work best? What if it was tactical, designed to get us to offer a better deal? Do we still apply objection handling techniques or should we negotiate the deal? 

This intensive, hands-on, activity driven program teaches skills that boost better results through increased understanding and effective implementation of the objection handling process. It helps sharpen the objection handling skills of even experienced sales practitioners, empowering you to take advantage of every opportunity when it comes to objection handling.