OBJECTION HANDLING SKILLS

COURSE DESCRIPTION

This programme is designed to equip both novice and experienced Salespersons with the ability to handle objections effectively. Consumers of today are very discerning as to what it is that they want and expect from a product. Many times, they are already very knowledgeable about the product and they already have a set of objections prepared before the sales pitch even begins. Sales People need to have the necessary skills to handle objections effectively from a psychological level rather than the superficial level.

They need to understand that every objection has an origin that must be dealt with by being able to identify the origin and changing the customer’s perceptions. On top of that, sales people need to be able to pre-empt objections and sell in a way that prevents these objections from coming into conversation. This requires a deeper understanding of the Buyer Psychology, the effects of the filters, and what the responses will be.

• Conduct Pre-emptive questioning to lower
  objection possibilities.
• Filter questions to understand buyer’s values for purchase,
  and selling to the values.
• Tap into the Power of Reframing objections.
• Master the 5 Step Process to handle objections.
• Utilize the Flip Flop Sales objection techniques.

• Master the Sleight of Mouth objection handling.
• Understand Affect Vs. Affected Model of Selling
• Alter client’s beliefs about what product can really do for
  them.
• Not only affect one area, but also to have other areas affected
  effectively.