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Handling Objections

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Handling Objections

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.

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Description

Learning Objectives

Upon completion of this program, participants will acquire these:

  • Apply your own successful objection handling style with key behavioral elements  
  • Develop objection handling strategies that can be used according to the needs and demands of your organization 
  • Employ different tactics in situational objections 
  • Identify and navigate the best outcome possible

 

Methodology 

  • Brain-friendly/Interactive Lectures
  • Case Studies
  • Role Plays
  • Video/Audio Presentations
  • Practical Exercises
  • Interactive and Engaging Learning
  • Group Discussions
  • Experiential Learning

 

Who Should Attend

This course is suitable for Head of Departments, Managers, Supervisors, Sales & Marketing Personnel, Administration & Clerical Personnel, Operations Personnel, Customer Service Personnel, Front liner.

 

Key Contents

Module 1: Overview 

Module 2: Handling Objection Handling 

Module 3: Advanced Techniques In Objection Handling

Module 4: Variables

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