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

Learn how to:

  • 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

Learn how to:

  • ‘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’

Learn how to:

  • 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

Learn how to:

  • 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’

How we deliver

Training can be delivered at your offices in either of the following ways:

  • Online

    Online training is ideal if you have staff in different geographical locations who have the same Microsoft or Adobe training requirements.

    Our expert trainers can deliver Watch and Learn sessions to up to 100 people. Alternatively, they can produce an interactive session that allows delegates to complete practical exercises within the Microsoft or Adobe apps of your choosing.

  • Face to face

    Choose from one or half day training sessions or our popular 90-minute Sprint sessions, which can be delivered in your offices or at another location of your choice.

    All we need is a room with a table and chairs and we look after the rest. We can even provide laptops and a projector should you not have spare IT equipment to use.

Sprint learning

Short on time, but still want to boost staff performance?
Book a Sprint Session!

Each Sprint Session follows a 90-minute format for ultra-focused team learning.

Pick a topic, tell us what you want to achieve from your session, and we’ll put together a short, fun, entirely bespoke programme that meets the needs of your team.

Designed to cater for 10-15 delegates at a time

Developed by our team to cover the subject matter of your choice

Delivered online or face-to-face

Stay up to date

Subscribe to our mailing lists:

I would like to receive the following emails:
Mailing lists

We are collecting your email address to send you the emails you select above and we require your consent. By clicking the Subscribe button, we are treating this as your consent. To withdraw your consent, please use the unsubscribe option at the bottom of the received email(s)