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Overcoming Objections to Nail the Sale Training

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Most sales professionals are always looking for ways to overcome customer objections and close the sale. This workshop will help you teach participants how to plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections they encounter, and improve their batting average at closing the sale.

Specific learning objectives for participants include:
- Identify the steps you can take to build your credibility.
- Identify the objections that you encounter most frequently.
- Develop appropriate responses when prospective buyers throw you a curve.
- Learn ways to disarm objections with proven rebuttals that get the sale back on track.
- Learn how to recognize when a prospect is ready to buy.
- Understand how working with your sales team can help you succeed.

Learn more... Course Outline 

 

Target Audience

The Courseware Company’s products are typically purchased by IT and business skills training providers, schools and colleges or corporate training departments. Content can also be bought and customised by freelance trainers for their own customers.

Prerequisites

No previous experience or training in sales is required, though students should possess basic numeracy and literacy and ideally have a basic understanding of using computers and software applications, such as Microsoft Word.

 

What You Actually Receive

  • Student manual Fully customisable. May be opened in any wordprocessor and changed to meet your exact needs. 1
  • Trainer manual Fully customisable with additional information for trainers. 2
  • Ice breakers and class activities Fully customisable. Delivered as a folder full of activities for your students. 3
  • PCQ - Pre-Course Questionnaires Fully customisable. Ensures you can get a fully understanding of your delegates expectations, requirements and current skill levels before they attend the course. 4
  • Content overview Fully customisable. Comprehensive course overview to help you market your course to your customers. 5
  • Presentations Fully customisable. Complete set of PowerPoint slides for use by the trainer. 6
  • Additional reading... Fully customisable. Give your students some recommended further reading materials for this course. 7
  • Sales information sheets Fully customisable. Information sheets to help you sell your course to your employees or external customers. 8

The Courseware Company (established in the early 1990s and part of gtslearning) is the only European authorised reseller of Velsoft courseware materials and print licences. Velsoft offers fully customisable training materials, delivered online and fully supported with instructor resources and student study tools.

To get started, just open this training courseware in your favourite word processor. You can fully customise the materials to suit your exact learning needs and include your own branding. Your own tailor-made course, delivered 'off-the-peg' and saving you thousands of pounds in development time and man-hours. Just press print and the perfect learning experience is yours to deliver.

You Also Receive

  • Fully customisable Sold on a site licence basis, you can tailor the courseware to meet specific learning or corporate requirements. 1
  • Instant download Content is available to download immediately after purchase. Backup CDs are also available. 2
  • Proven Our course materials are used in hundreds of training centres around the world. Every course is fully beta tested and validated in the classroom before undergoing a full production release. 3
  • Simple... No need to invest in expensive DTP applications - all files are easily editable in any word processor. 4
  • Print on demand You only need to print exactly what you need, when you need it. 5
  • Totally flexible Courses can be modified to meet specific requirements. Sections can be removed. New content added. One or more titles can be combined. Whatever your training requirements, our courseware can help you meet that need. 6
  • Unlimited users Content is sold on a site licence basis. You can train as many staff or employees at that location as you like. Forever! 7
  • Buy once. Use forever! You’re buying a perpetual licence. One payment gives you an unlimited site licence for use as long as you need it. 8
  • No limits! Unlike some content providers, our licence enables you to reprint the courseware as many times as you like. 1 student or 100,000, it doesn’t matter... 9

Overcoming Objections to Nail the Sale Training Outline

Introduction and Course Overview You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.

Building Credibility This session will discuss ways that participants can build their credibility, including first impressions, appearance, demonstrations, and testimonials.

Your Competition Why talk about the competition? Because sooner or later every person in sales has to be aware of the fact that others are offering similar products and services. This session will talk about what research to do and how to make the most of it.

Critical Communication Skills During this session, participants will learn how to ask good questions and listen effectively - two skills that are key to handling objections.

Observation Skills A keen ability to observe your surroundings to better understand the situation is another useful skill to have, and participants will have the opportunity to work on it during this session.

Customer Complaints This session will look at how customer complaints and how they can actually make anyone a better salesperson.

Overcoming Objections Once participants have some basic skills and concepts mastered, they will explore what an objection is. They will also work in small groups to identify their most frequently encountered objections and they will brainstorm ways to respond to them.

Handling Objections During this session, participants will learn some basic ways to respond to objections, including the Identify - Validate - Resolve strategy. Participants will also learn about nine specific objection handling strategies, including the Boomerang, FFF, and Show Your Hand.

Pricing Issues This session will give participants ways to address the most common objection: price.

How Can Teamwork Help Me? Many sales people treat their team as competition. This session will explore how teamwork can make you a better salesperson.

Buying Signals During this session, participants will learn what signals indicate the buyer is ready to close.

Closing the Sale This session will look at several different closing techniques and the top fifteen activities that make a person successful at closing the sale.

Workshop Wrap-Up At the end of the day, students will have an opportunity to ask questions and fill out an action plan.

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Overcoming Objections to Nail the Sale Courseware

  • Fully Customisable
  • Add your own name & logos
  • Unlimited reprinting rights
  • Unlimited number of users
  • No annual renewal fees

Soft Skills, Business Skills and Computer Training Courseware by The Couseware Company

The UK’s Number One choice for Customisable Soft Skills, Business Skills and Computer Training courseware

Want to deliver the best Business Skills or Computer Training courses to your students? The Courseware Company is the UK’s leading supplier of fully Customisable business skills courseware licences.

Content is available for many business disciplines as well as Microsoft Office, Adobe and many other training products. Essentially, we’ve packaged the classroom   prep time into an affordable, effective product.

Bundle and Save

This course can be purchased individually or as part of the Sales and Marketing Bundle. Also included in this bundle are: