Overcoming Objections

Sales Training

Overcoming Objections

It is a training where participants will spend 80% of their time in practical exercises to improve their ease to answer objections.

target
  • Using the process to answer clients’ objections
  • Developing an ideal answer to participants’ objections
perso
  • Representatives
  • Internal and external sellers
  • Accounts managers
  • Accounts directors
livre
  • Initial exercice: Find the mistake in the following answers!
  • How to create conditions that allow you to avoid objections
  • How to create contact with clients to better avoid objections
  • Individual exercise: What must I change to avoid objections?
  • Process to face clients’ objections:
    • How to bring out clients’ hidden motives
    • How to defuse
    • How to answer objections without raising the level of tension
  • Exercise: Draw the list of your main encountered objections
  • Practical exercice: Prepare your answers to your objections
  • Simulation exercise in “duel” mode from participants’ objections
clock
  • ½ to 1 day depending on experience
  • Group of ± 15 participants