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COURSE OVERVIEW
Most sales professionals are always looking for
ways to overcome customer objections and close the sale. This workshop
will help you teach participants how to plan, prepare, and execute
proposals and presentations that address customer concerns, reduce the
number of objections they encounter, and improve their batting average
at closing the sale.
Specific learning objectives for participants
include:
·
Identify the steps you can take to build your credibility.
·
Identify the objections that you encounter most
frequently.
·
Develop appropriate responses when prospective buyers
throw you a curve.
·
Learn ways to disarm objections with proven rebuttals that
get the sale back on track.
·
Learn how to recognize when a prospect is ready to buy.
·
Understand how working with your sales team can help you
succeed.
Introduction and Course Overview
You will spend the first part of the day getting to
know participants and discussing what will take place during the
workshop. Students will also have an opportunity to identify their
personal learning objectives.
Building Credibility
This session will discuss ways that participants
can build their credibility, including first impressions, appearance,
demonstrations, and testimonials.
Your Competition
Why talk about the competition? Because sooner or
later every person in sales has to be aware of the fact that others are
offering similar products and services. This session will talk about
what research to do and how to make the most of it.
Critical Communication Skills
During this session, participants will learn how to
ask good questions and listen effectively – two skills that are key to
handling objections.
Observation Skills
A keen ability to observe your surroundings to
better understand the situation is another useful skill to have, and
participants will have the opportunity to work on it during this
session.
Customer Complaints
This session will look at how customer complaints
and how they can actually make anyone a better salesperson.
Overcoming Objections
Once participants have some basic skills and
concepts mastered, they will explore what an objection is. They will
also work in small groups to identify their most frequently encountered
objections and they will brainstorm ways to respond to them.
Handling Objections
During this session, participants will some basic
ways to respond to objections, including the Identify – Validate –
Resolve strategy. Participants will also learn about nine specific
objection handling strategies, including the Boomerang, FFF, and Show
Your Hand.
Pricing Issues
This session will give participants ways to address
the most common objection: price.
How Can Teamwork Help Me?
Many sales people treat their team as competition.
This session will explore how teamwork can make you a better
salesperson.
Buying Signals
During this session, participants will learn what
signals indicate the buyer is ready to close.
Closing the Sale
This session will look at several different closing
techniques and the top fifteen activities that
make a person successful at closing the sale.
Workshop Wrap-Up
At the end of the day, students will have an
opportunity to ask questions and fill out an action plan.
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