COURSE OVERVIEW

As a salesperson, you put in a lot of time and effort to ensure that your product or services are needed by your prospect. However, no matter how compelling the need may be, no matter how excellent your product may be, prospects will always raise objections, and demand additional information. Rarely will a sale occur without this. Therefore it's essential that salespeople understand what goes into properly overcoming sales objections and how to handle the common sales objections that prospects and clients frequently raise.

By mastering the techniques for professionally meeting and overcoming objections, salespeople will experience a dramatic increase in sales effectiveness, including a significant reduction in sales cycle time.Sales objections are roadblocks, not dead ends.

The objection handling master class has been designed to assist sales people to overcome the many objections they are faced with daily.

1. Identifying the difference between 'real objections' and 'smoke screen objections'2. Techniques to effectively explore the objection 3. Techniques to apply supposition and implication questions around objections4. Identifying the barriers to effective listening5. Understanding when it is appropriate to build 'pain' for a client6. Dealing with price objections and how to defend and justify cost7. Offering solutions to objections with maximum impact

WHERE BUSINESS AND TRAINING COME TOGETHER

FUSION APPROACHIs simply to work insynergy not only withour clients and theneeds of their businessbut also with ourdelegates, to ensurethey are given the toolsto achieve success.

Tel: 07 3273 2642 www.fusiontraining.com.au

TRAINING OUTCOMES

SUITABLE FOR As an introduction to consultants with less than 2 years’ experienceAs a refresher to any experienced consultant or senior consultant

OBJECTION HANDLING MASTER CLASS