Overcoming Objections
To Nail the Sale
Print-on-demand, customizable soft skills training material.
Why write your
own sales training program when we've done it for you?
Prewritten print-on-demand courseware saves you time any money
and helps you better prepare for classroom training with
well-researched and proven course materials that are fully
customizable.
 This
course comes with:
 Training
Workbook |
|
Instructor
Guide |
|
Activities
& Ice Breakers |
|
Pre-Assignment |
|
PowerPoint
Slides |
|
Course
Outline |
|
Promotional
Advertorial |
|
Recommended
Reading Lists |
|
|
You
also receive:
|
|
Unlimited reprinting rights |
|
|
|
Unlimited number of users |
|
|
|
Unlimited rights to customize and modify the course
contents to suit your needs. |
|
Questions?
Would you more information on this or any of our soft
skills training courses?
Call toll
free
1-800-730-7115. |
|
Overcoming
Objections to Nail the Sale
If you are like
most sales professionals you are always looking for ways of
overcoming customer objections and close the sale. This workshop
will help you plan, prepare and execute proposals and
sales presentations that address customer concerns, reduce the number
of objections you encounter and improve your batting average at
closing the sale.
What
participants will learn:
-
Identify the
steps you can take to build your credibility.
-
Identify those
objections that you encounter most frequently.
-
Develop
appropriate responses to common customer objections.
-
Disarm
objections in sales with proven rebuttals that get the sale back on
track.
-
Recognize the
buying signals that show when a
prospect is ready to buy.
-
Be prepared to
present options and be willing to negotiate.
Workshop
Outline:
As facilitator,
you have the option of using a variety of training methods
for each workshop. This includes large group discussions,
individual work and reflection, small group discussions &
exercises, case studies and simulations for role play.
Customization will be based on your own needs or information
provided by your human resource department or the individual
department prior to the workshop. Materials are designed as
interactive workshops with a 40/60 split between
concept/theory and practical application of skills
discussed. Class size should be kept under 20, whenever
possible, so each participant will have the opportunity to
gain techniques for the types of situations they deal with
or expect to deal with.
 |
Introductions and Course Overview
|
|
|
Credibility |
|
|
Your Competition |
|
|
Critical
Communication Skills
|
|
Listening |
|
Listening for Accuracy |
|
Powerful Questions |
|
|
Observing
|
|
|
Customer
Service Complaints |
|
|
Overcoming
Objections |
|
|
How Can Team
Work Help Me? |
|
Why
work as a team? |
|
Pricing Issues
|
|
|
Handling
Other Objections
|
|
|
Buying
Signals
|
|
|
Closing The
Sale |
|
Closing Techniques |
|
Top Ten Activities for closing
the sale |
|
