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Testimonial
Participant, Morgan Cole
"I thoroughly enjoyed this course and have learnt a lot about myself. The trainer was brilliant at the job and I enjoyed the way she moved from one session to another and at the end it all fitted into place."
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
