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Quick Look Course Summary:Overcoming Sales Objections Course
  • Next Public Course Date:

  • Length: 1 day(s)

  • Price (at your venue): 1 Person R 4,475.00 EX VAT 3 Person R 3,399.06 EX VAT 10 Person R 2,529.41 EX VAT

  • Certification Type: Non-Accredited

  • Locations & Venues: Off-site or in-house. We train in all major city centres throughout South Africa.

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    Smash Your Sales Targets with our Overcoming Sales Objections Course: Introduction (Sales Training / Sales Conference /Sales Workshop)

    This course (sales training; sales conference; sales courses; sales workshop; sales coaching; telesales training) teaches participants how to add value to their product to overcome objections by potential customers (sales training / sales conference /sales workshop).


    Overcoming Sales Objections Course :Course Outline

    Don’t fight the objections of potential customers, rather accept the fact that each new client will have some way of testing the water, so to speak. It’s a part of the sales process and it’s not going to disappear. A successful career in sales depends on understanding human beings and what they will do or say in a given situation. But let’s be completely candid here – the bottom line in sales is sales, you will be judged on your sales not your sterling personality. We are pleased to present our workshop Overcoming Sales Objections (Sales Training) to employees and managers in sales. We aim to provide participants with tools to overcome the customers’ objection – this is the course that will take you from getting a foot in the door – to the customer signing on the dotted line. People are a funny species, our natural instinct is to be part of the crowd, and if the crowd has a new coffee mug, the new people joining the crowd also want a new coffee mug. We want to belong and be part of society, contra-indicative to that natural instinct is another natural instinct (one that ensured our survival as a species) and that’s caution. In modern terms its scepticism, this is one of the most common sales objections, with misunderstanding and stalling following close behind. Your task is to dig up those objections and eliminate them. The workshop teaches participants several techniques to aid them in deflating and nullifying objections. One strategy is reassurance: hear the customers’ complaint, affirm your understanding and then give your reassurance preferably by citing a benefit of the product which effectively eliminates the objection.TIP: THE FIVE STEPS –EXPECT OBJECTIONS – Allow customers to fully express their objections before you attempt to answer them. WELCOME THEM – The customer hasn’t walked away or given you an outright no. Objecting means they’re thinking about it – objections are a good sign. AFFIRM THEM – Let the client understand that you understand their objections and want to answer them. COMPLETE ANSWERS – Give the customer a complete answer. You want to eliminate their objection and nullify any spin off’s. COMPENSATING BENEFITS – Sometimes objections are legitimate problems, when this happens you need to have a compensating benefit ready. We round our workshop (sales training / sales conference /sales workshop) off with a module on do’s and don’ts when negotiating sales objections and our final module is dedicated to closing the deal and we share several persuasive closing techniques.


    1. Introduction
    Pre workshop review

    2. Remove the clutter
    Just do it
    You don’t have to keep everything
    Three boxes: Keep, Donate and Trash
    A place for everything
    Case study

    3. Prioritise
    Write it down
    Urgent/Important matrix
    Divide tasks
    80/20 rule
    Case study

    4. Scheduling your time
    Have a master calendar
    Setting deadlines
    Remove or limit time wasters
    Coping with things outside your control
    Case study

    5. To do lists
    Use a day planner
    Finish what you start
    Focus on the important
    Do quick tasks immediately
    Case study

    6. Paper and paperless storage
    Find a system that works for you
    Make it consistent
    Make it time sensitive
    Setting up archives
    Case study

    7. Organisation in your work area
    Keeping items within arms reach
    Only have current projects on your desk
    Arranging your drawers
    Organise to match your workflow
    Case study

    8. Tools to fight procrastination
    Eat the frog
    Remove distractions
    Give yourself a reward
    Break up large tasks
    Case study

    9. Organising your inbox
    Setting delivery rules
    Folder and message hierarchy
    Deal with E-Mail first
    Flag and highlight important items
    Case study

    10. Avoid the causes of disorganisation
    Keeping everything
    Not being consistent
    Not following a schedule
    Bad habits
    Case study

    11. Discipline is the key to organisation
    Stay within your systems
    Learn to say No
    Let organisation become a habit
    Plan for tomorrow, Today
    Case study

    12. Topics not discussed
    Post workshop overview

    Related concepts include sales seminars; retail sales training; telemarketing training; sales skills training; objection handling training; sales people training; negotiation skills training; telesales training course; sales motivation training

    Overcoming Sales Objections Course (Sales Training): Course Duration

    1 day/s

    Who should attend: Overcoming Sales Objections Course (Sales Training)

    This is advanced sales course (sales training / sales conference /sales workshop) intended for anyone, and those who are in sales and marketing.

    **Quote does not include Any Exam Fees (if applicable)

    IMPORTANT ACTION: Do Not Wait To Improve Your Skills.  

    Book on this course (sales training; sales conference; sales courses; sales workshop; sales coaching; telesales training) Now By Completing Online Booking Form / Customised Proposal or Obtain Approval For Your Already Received Customised Proposal

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