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| Consultative Sales Skills |
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Resolve Customer Objections And Close the Sale
Perhaps one of the most difficult and frustrating aspects of being a sales rep in today’s challenging business environment is dealing with multiple objections from those individuals who wield buying power. Of course, objections are nothing new to the sales industry. Confronting obstacles and objections has always been part of any sales and marketing process. Yet, given the very competitive business climate that most companies face today, uncovering and overcoming buyer objections is now more important than ever if you want to increase sales numbers and improve closing ratios. Resolving customer objections is also the key to overcoming performance issues like call reluctance. In order to accomplish these things, an account rep must learn to use question-driven strategies to divert or even preempt customer objections and proceed smoothly to a successful closing.
Learn How to Deal With Objections And Close Better Deals!
Resolving Customer Objections, our one-day selling skills training workshop is designed to help new and seasoned sales reps overcome the most common sales objections. Designed as a highly interactive eight-hour workshop, Resolving Customer Objections delivers time-tested sales methodologies that enable marketing, sales and senior level sales reps to move past objections and towards more closed sales. This innovative sales seminar relies on a consultative approach to selling, and will equip you with the skills you need to ask key questions at just the right time during the sales process. These questions will help you to identify hidden motives, conflicting interests and other factors that often move buyers to use objections to stall the sales process. Sales reps who attend this unique sales training event will use interactive role-plays to practice and apply sales skills that are best suited for their customers and their territories. Feedback sessions and peer-driven discussions also allow participants to learn from the sales experiences of other sales reps. Account and territory analysis activities are used throughout the day to allow sales reps to build objection resolution action plans that can be implemented the minute they are back on the job.
Participants in Resolving Customer Objections will gain Selling Skills to:
 | Understand the needs and requirements of different buyer types |
| Use sales strategies to improve their ability to overcome objections |
| Focus on the advantage of long-term value over price-based objections |
| Understand how various external influences can stall the sales process |
| Establish rapport and build chemistry during the sales process |
| Build relationships to minimize objections during sales calls |
| Apply consultative sales skills to determine attitudes, situations and priorities |
| Uncover hidden meanings and influences behind objections |
| Adjust their sales approach based on buyer discussions |
| Identify customer needs and potential solutions |
| Use interview skills to discover opportunities to sell more value |
| Create personal Feature, Advantage, Benefit statements |
| Understand all components of the Selling Process |
| Recognize the most common objections faced during cold calls |
| Realize that different stages in the sales process have different objection |
| Close a higher percentage of sales opportunities |
Sales Training Seminars
If you need to train a larger sales team or want to
discuss a more comprehensive sales training program, we also provide
on-site private,
fully customizable sales training. These workshops can be tailored
to your particular needs and delivered in your offices or at off-site
locations. 
For free, no obligation information on how we can help you please contact us today.
