Precision Selling
Transforming Objections Into Sales
Transforming Objections, Resistance or Negativity into Sales
“It’s too expensive”, “The quality is not good enough”, “We’ve spent our budget”, and “There’s not enough margin”. Sound familiar..?
These just are a fraction of buyer objections that see some salespeople transform from confident individuals into miracle seeking, blabbering wrecks.
In this session, you will learn how to master the art of handling objections, and confidently use them as leverage for the sale.
The skills you learn will help you eliminate resistance or negativity, and bring you closer to helping your customer buy from you, with complete satisfaction.
• Recognise the difference between a valid objection and one based on perception – and how to respond to either.
• Objections and resistance are not the same. Learn how to recognise the difference, and respond appropriately.
• Smokescreen, or a valid objection? Salespeople are often caught up trying to answer an objection when in reality it was a customer smokescreen, requiring a very different approach.
• Learn to discern when a potential customer misunderstands what your product or service truly represents, and how to deal with the issue - immediately.
• How to disagree agreeably. Discover how to disagree with untrue statements about your product, service or company in an agreeable manner, whilst maintaining rapport.
• What’s behind the question? Learn how to listen to your customer’s questions and understand that not all questions are answered in the same way.
• When things go wrong: Learn how to build customer relations by mastering the art of handling customer complaints.