About The Program

Dealing with objections should be taken as a part of life for professional salespeople.  It is a natural part of selling to face some objections.  If you are like most sales professionals, you are always looking for ways to overcome customer objections and close the sale.  This one-day course will help you plan and prepare for objections so that you can address customer concerns, reduce the number of objections you encounter, and improve your averages at closing sales.

Course Objectives

• 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
• Identify how working with your sales team can help you succeed

What You Will Gain

• The ability to increase your questioning and listening techniques – two skills that are key to handling objections
• How to respond to objections, including the Identify – Validate – Resolve strategy
• Techniques on handling objections to help your sales case
• Learn buyer signals for when buyer is ready to close

Program Content

• Building Credibility
  • First Impressions, Appearance, Demonstrations, And Testimonials
• Your Competition
  • Research And Know What You Product And Services Your Competitor Is Offering
• Critical Communication Skills
  • Good Questions Techniques
  • Effective Listening Skills
• Observation Skills
  • Learn How To Observe Your Surroundings.
• Customer Complaints
  • Why Customer Complain And How To Handle This
• Overcoming Objections
  • Identify Most Frequently Encountered Objections And Brainstorm Ways To Respond To Them
• Handling Objections
  • Ways To Respond To Objections, Including The Identify – Validate – Resolve Strategy Nine Objection Handling Strategies Including Boomerang, FFF (Feel, Felt, Found)
• Pricing Issues
  • How To Handle Price Objections
• How Can Teamwork Help Me?
  • Ways Teamwork Can Make You A Better Salesperson
• Buying Signals
  • Know When The Buyer Is Ready To Close
• Closing The Sale
  • Different Closing Techniques
  • 15 Tips That Make A Person Successful At Closing The Sale

Please contact us for specific details on the courses we are running. Our Business Development Team will be happy to provide you with further details.

Before the course, each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the Tutor to give on-target training that is focused on the individual delegates.

At the end of the course, each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals, and that will also be an important tool for management reference.

Total ONLINE Investment: AED 1,450 + VAT