Objection-Handling and Closing Workshop

Objection-Handling and Closing Workshop

Duration:
Half Day
Aims:

No matter how compelling the presentation is, if a salesperson either crumbles when they hear objections or sees them as an invitation to a fight then all the good work unravels. With closing, even the most ‘sold’ of prospects is highly unlikely to commit unless we can confidently guide them ‘over the line’.

This intense, interactive and enjoyable workshop is an opportunity to understand what works, what doesn’t work and why. Participants will learn to love objections and to actively look forward to hearing them, recognising them as the ‘buying signals’ in disguise that they often are.

Objectives:

Delegates will learn a tried and tested formula for handling objections and some very reliable and durable closing techniques. There will be ample opportunity to practise both skillsets and the in-the-moment feedback about how the salesperson is impacting the prospect is nothing short of gold dust.

Pre-course preparation:

A list of the three trickiest recurring objections.

What will I learn?
Understanding what objections are
  • - Altering our mindset when we hear objections
  • - Why the objection you fear most keeps cropping up
  • - Why even the hottest prospects raise objections
  • - The most common mistakes in handling objections
A winning formula for handling objections
  • - ‘P-A-C-E-L-A-C’ sequence for objection-handling
  • - Why answering objections immediately is a deal killer
  • - How to bridge seamlessly from objection-handling to closing
Understanding the Prospect’s mindset at ‘Decision Time’
  • - How to use benefit summary to ramp up the prospect’s desire
  • - How to convey credible urgency
  • - How to use ‘fear of loss’ as a lever, not a blunt instrument
Closing Techniques
  • - Three tried and trusted closes to bring the sale home
  • - The power of silence
  • - The most common closing errors
  • - Controlling the crucial period between ‘yes’ and ‘actual paperwork commitment’
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i-Cornerstones Learning and Performance Model
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Our approach is to provide the skills and knowledge to increase productivity and achieve attitudinal and behavioural change, leading to long-term improved performance, increased employee engagement, retention and consistent gains in profit.

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If you have a number of people in your organisation with the same training need, in-house training programmes are an ideal, collaborative learning solution.

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Ideal for single/few staff member(s) that need development in a certain area. Sharing ideas and experiences with people from other organisations can be a huge benefit.

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High impact 90-minute training sessions delivered either face-to-face or virtually in targeted subjects, to boost performance whilst reducing your staff time out of the business.

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As an extension to your in-house L&D team, we will look after all the planning and organisation of your staff training needs, from assessment of needs through to delivery and evaluation.

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We are an accredited training provider with the Learning and Performance Institute which gives you the assurance that we conform to a professional Code of Practice.

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