Overcoming Objections and Closing a Deal
WHO WILL BENEFIT?
This workshop has been designed to offer help and support to established and new external sales people
Regional or in-company
Syndicate groups, brain storming, individual exercises and interactive discussions
WHAT DO YOU GET?
Full course notes
Course completion certificate
for more information on this course, please call or register your interest
what’s it all about
This workshop has been designed to offer help and support to established and new external sales people whilst out in the field to build confidence when confronted with sales objections. We begin by asking how much we really know about the customer and how, by doing some initial investigations, it can assist in making some decisions about our initial approach. To ensure we’re actually engaging with the decision maker is critical to our success and learning strategies are provided to ensure this is the case – each and every time! Once the customer needs are established, we can then begin to engage in the sales process using questioning skills and demonstration of our proposition. Invariably, there will be objections from the customer and we’ll investigate the types there are and the reasons for them. Through interactive learning, we work through the solutions and overcoming them so that it gives us the best possibility of closing the deal or gaining commitment.
WHAT WILL BE COVERED IN THIS MODULE?
• Researching the customer to find out what we don’t know
• Using information gained to decide on the next steps
• Analysing the principle of MAN (Means, Authority, Need)
• Questioning skills to understand what the drivers are
• Understanding objections – and why they are there!
• Offering solutions to overcoming them
• When to close?
What will the delegate be able to do on completion?
Establish what the goals are and how to move forward
Use information gained to ensure quality customer facing contact
Build an instant rapport with key business decision makers
Be prepared in advance for the objections – knowing what to expect
Have a strategy for developing a compelling sales proposition
Recognise the signals to close and to act upon!