Managing Sales Objections and Obstacles
Your approach to managing sales objections and obstacles in the right way can help you achieve increase sales effectiveness without unnecessary and costly moves. The sales process to managing objections and obstacles learnt in this workshop will help you probe to uncover the unique needs and real issues and link solutions to meet customer’s expectations. This highly motivational session provides you with a methodology that is systematic, comprehensive and consultative in approach to create impact on results by managing sales objections and obstacles.

Key Benefits
• 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
• Gain confidence and motivation to increase closing ratio

Course Content
• Why Customers give Objections - The Fear Factor
• Common Telephone Objections
• Addressing the Fear that Causes Sales Resistance and Objections
• New Model of Selling-Reducing Sales Obstacles
• Vital Factors for Closing & Managing Buyer Resistance
• Communication Strategies to Manage Common Objections and Challenging Questions
• Questioning Techniques - Creating Favourable Mindset to Buy
• Tested Responses to Manage Common Objections when Closing

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

Who Should Attend
Sales Professionals, Sales Engineers, Consultants selling professional services or solutions, Entrepreneurs, Sales and Business Development Managers and Marketing Executives

Course Details

Duration: 1 day (7 hrs)
Time: 9am - 5pm
Course Fee : $321.00 (Incl. 7% GST)