Overcoming Objections When Selling and Influencing

Colleagues discuss projects together

Duration: 1 day

Overview

Buyers are becoming more discerning than ever before. By the time they take an interest in your product or service, they will have done the research. And you will be – in their process – being measured against your competitors.

If your customer base is internal within your organisation, then this training is still most relevant.

The key to successful selling comes down to being able to overcome objections.

This is not about tricking the buyer, or making promises you cannot keep, it’s simply about good communication, getting to the heart of their concerns, and being able to respond in a way that helps to change their perspective and alleviate their concerns.

High performing sales people also know how to bring value to the customer and help them to make the best decision possible.

‘Overcoming Objections when Selling and Influencing’ will help participants to learn how to identify objections, to find the cause of objections and to turn objections into a discussion which will lead to a more positive outcome.

Target Audience

This training is designed for anyone in a role where sales is a focus, while it is highly beneficial for anyone at any level of the organisation. The training will be specifically customised by Glass Rock Solutions for your group of attendees.

Learning Outcomes

By the end of this program, participants will:

  • Hear all the elements of the customer’s objections
  • Be able to identify and define each of the customer’s objections
  • Complete the solution mapping process
  • Utilise logical levels of thinking process to understand the reason behind the objection
  • Use the five-step process to address objections and close the sale
  • Review the solutions achieved with the customer and support with post sales process to build a partnership.

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