How to Turn Buying Objections into Selling Opportunities
This seminar begins with learning how to use a proven questioning technique to determine if the objection you are hearing is the real one. This is a critical step since prospects will often mask their real issues with "brush off" objections. Next you will learn to cushion the objection, clarify it and search for additional hidden objections. Once the real objections are on the table, you will learn to use the methods to overcome the problem and match these methods to the category of objection to insure that you move successfully toward the sale.
What You’ll Learn
1. Distinguish between real objections and "brushoff" objections2. Use clarifying questions to understand them completely3. Listen effectively to uncover additional, hidden objectives4. Use Dale Carnegie’s proven human relations tool to handle emotional objections5. Script responses to the 4 categories to objections6. Use 10 proven strategies to get past gatekeeper objections7. Overcome price objections with "reverse and explain"8. Employ 7 forms of evidence when skepticism is the problem9. Compete with a prospect’s current supplier using the "educate" method10. Ask evaluative questions11. Choose the trial close that’s right for the situation
Why you want to learn it
Many sales people react emotionally, defensively or negatively when they hear objections. Their reactions turn the prospect off and ruin the chance to get a sale and build relationships. Now you can learn to break that self-destructive reaction cycle by attending this one-day seminar.
How it will help you
This seminar will give you the confidence toeffectively handle objections and move the sale forward.