OVERCOMING OBJECTIONS

Launch & Learn, 2 hours, half-day

OVERVIEW

Key decision makers can be hesitant, resistant, or even apathetic. Learn how to respond to an objection and how to address it so your answer becomes the reason for moving forward. Participants will learn how to use questions to handle the most often used stalls and objections heard from prospects.

By using questions to bring up concerns and expectations before the prospect has a chance to, you remove the roadblocks and streamline the process, building rapport as a thoughtful sales professional as you do so.

• Lead times are too long, and not enough turn into sales
• Sales team is reactive rather than proactive to the same objections they hear from almost every client
• Lack ability to confidently assuage clients’ objections
• Difficulty identifying the root causes of objections and stalls

• Critical thinking
• Inquiry-based discovery
• Perspective taking skills
• Proactive problem solving
• Negotiation
• Confident communication
• Resiliency under pressure, objections, and challenges

• Discover hidden objections through motivational interviewing
• Use the “Objection Autopsy” to comfortably and confidently address the primary objections, and separate objections from conditions
• Deal with objections in a conversational, non-adversarial way
• Learn what to do when deals get stuck and you are missing your forecast
• Present the ROI case and maximize the impact of your solution so you can to decrease buyer resistance
• Assess and improve your current responses to stalls, like “Call me back next month, “Not interested/No need”, “Have a supplier/Under contract” “Too busy”, “Send me your information” etc.

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DELIVERY OPTIONS

Webinar

On-site

eLearning

WHO SHOULD ATTEND

Social Influencers

Changemakers

High-potentials

Those who struggle to be assertive

Learning and Development Personnel

No formal sales training

Outdated sales training

First time leaders through seasoned managers

No formal leadership training

Managers who need higher performance from their team

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