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Testimonial
Participant, Saffery Champness
This course wasn't just about listening! With the small groups there was lots of participation. Such a great mix of interactive exercises and tutor based discussions.
Objections are Good!
Objections are Good!
| Course Ref. | 10074 |
| No. of Days | Half day |
| Participants | 6 to 8 |
Target Audience
This programme is designed as a refresher for existing salespeople or for those who need more help in this area.Course Objectives
Why objections are good and welcome themWhy customers raise them
The different types of objections
How to handle objections professionally
Methods
Group work, decisions about phrases to use and role-plays.Important notes
The course will focus on how to overcome typical objections that sales people are faced with. It will be tailored to incorporate the main objections that your sales people have to handle and give them the words to use when next faced with these objections.Course Contents
Welcome and introductions
Course objectives and overview
Objections are good!
- What is an objection?
- Why do customers raise them?
- Why are they good?
- Different types of objections
Handling objections professionally
- Thank the customer!
- LACE: four steps for handling objections
- Techniques including: boomerang; defer; feel; felt; found ...
- Handling your objections
Action session
Summary and close
