Overcoming Objections to Nail the Sale

$495.00

SKU: GS2003 Categories: ,

Overcoming Objections to Nail the Sale

Our Overcoming Objections to Nail the Sale training materials provides you with a fully-customizable package of courseware content for delivery to your employees and/or students. Everything you need to run the course is included, just add trainer!


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All courseware print licences are perpetual – buy once and use forever!

  • Fully customizable. Sold on a site licence basis, you can tailor ALL content to meet specific learning or corporate requirements.
  • Digital download. Content is available to download after purchase.
  • 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.
  • Simple… No need to invest in expensive DTP applications – all files are easily editable in any word processor.
  • Print on demand. You only need to print exactly what you need, when you need it.
  • 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.
  • 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!
  • 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.
  • 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. No limits…


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Student manual

Fully customisable. May be opened in any word processor and changed to meet your exact needs.

Trainer manual

Fully customisable with additional information for trainers.

Ice breakers and classroom activities

Empty section. Edit page to add content here.

Pre-assignment exercise

Pre-assignment exercise. Fully customisable. Helps to reinforce the delegates understanding of the course contents.

Course outline

Content overview. Fully customisable. Comprehensive course overview to help you market your course to your customers.

PowerPoint presentations

PowerPoint presentations. Fully customisable. Complete set of PowerPoint slides for use by the trainer.

Sales information sheets

Sales information sheets. Fully customisable. Information sheets to help you sell your course to your employees or external customers.

Additional reading materials

Additional reading… Fully customisable. Give your students some recommended further reading materials for this course.

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.