OVERCOMING OBJECTIONS

Ask any sales representative what the most difficult aspect of the sales process is and he or she will most likely tell you, "Overcoming customer objections." The successful handling of objections is a delicate skill that requires sales representatives to ask the right questions, identify customer needs, and satisfy expectations. We teach participants proven techniques for managing this aspect of the sales cycle, including an Affinity Diagram, a Decision Equation, and the Four A's Model, an effective step-by-step approach for handling objections. The training begins with an introduction to the different categories of objections, and a lecturette that familiarizes participants with the decision-making process and the Four A's Model. Then, using cards that present realistic sales objections, participants practice conquering them using the four-step approach. Finally, action planning enables participants to apply their learning to potential real-life sales objections. Learning outcomes include... Discover how purchasing decisions are made Identify four categories of objections Use a reliable model for responding to objections Practice responding to typical customer objections Apply skills to real-life objections This program involves experiential games and no video BOOK THIS PROGRAM I HOME

EFFECTIVE NEGOTIATING IN SALES

While selling requires persuasiveness, negotiation is principally about problem solving, and developing creative solutions to challenges. Participants learn to identify negotiation styles in themselves and others, and how to use negotiation during the sales process. Through skill building exercises and role play, they will learn how to plan and conduct effective negotiations, to respond to difficult questions and obstacles, and finally, close the deal. Gain a clear understanding of the similarities and differences between selling and negotiating Learn overall guidelines for handling effective sales negotiations with both internal and external clients and customers Identify your own and others’ preferred negotiation style Identify various sales negotiating tactics and how to effectively deal with them Develop the communication skills required to negotiate effectively – e.g. listening, questioning, and clarifying Learn to plan and conduct effective negotiations through skill building exercises and role play Participants will receive a workbook. BOOK THIS PROGRAM I HOME