Sales Training Workshops
- Sales Process Workshop
- MaxElerator Sales Improvement Workshops
- Lead Generation Workshop
- Profiling Workshop
- Meeting the Decision Maker
- Brand Awareness Workshop
- First Impression Workshop
- Questioning Technique Workshop
- Selling Benefits
- Closing & Handling Objections
- Follow Up After the Proposal
- Managing Your Opportunities Workshop
- Cross Selling Workshop
- Price Increase Workshop
- Customer Retention Workshop
- Call Planning Workshop
- Coaching Sales Efficiency
- Coaching Sales Effectiveness
Closing & Handling Objections
Introduction
One of the most common weaknesses of sales people today is that they don't ask for the business. Furthermore, a customer objection is often treated very negatively by the sales person, when in many cases it is a strong Buying Signal. Closing and Handling Objections in a professional manner will increase the chances of winning more business in the future.
Course Overview
The course starts by focusing on the importance of asking for the business and the potential consequences if you don't. Then, various Closing Techniques are learned in order to increase the level of persuasion within the sale.
Objections may be raised throughout the sale but are most evident at the closing stage. Attendees learn to identify whether the objections raised are Real or False. As we all know, some customers are never going to buy so False Objections are quite common and critical to uncover as quickly as possible. We then focus on how to handle a Real Objection to encourage a positive result.
The workshop concludes with the Sales Team brainstorming what they have learned and developing individual Action Plans that will ensure a change of behaviour back in the work place.
Why Attend?
- When you have completed the whole Sales Process and felt that it all went well, do you sometimes fail to get the deal?
- Do you and your sales team sometimes find it hard to close business without being too pushy?
- After spending lots of time and effort following up on potential clients that you think may never close, would you like to be able to find out now if that is the case or not?
- Would you like to learn how you can use an Objection from a customer to assist you in Closing the Business?
If you answer 'yes' to any of the above questions, this workshop is for you...