Overcoming Objections to Nail the Sale Courseware and Training Materials

What's included?
What’s included?
Available for delivery as a download from our web server or provided on CD, this courseware package includes the following resources to make your trainer’s life much, much easier.

This courseware package includes:

	Student Manual. Fully customisable. May be opened in any wordprocessor and changed to meet your exact needs.
	Trainer manual. Fully customisable with additional information for trainers.
	Ice breakers and class activities. Fully customisable. Delivered as a folder full of activities for your students.
	Content overview. Fully customisable. Comprehensive course overview to help you market your course to your customers.
	PowerPoint presentations. Fully customisable. Complete set of PowerPoint slides for use by the trainer.
	Sales information sheets. Fully customisable. Information sheets to help you sell your course to your employees or external customers.
	Additional reading… Fully customisable. Give your students some recommended further reading materials for this course.

To get started, just open this ‘Overcoming Objections to Nail the Sale’ 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.

Course outline
Course outline

Introduction

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

If we want to build our credibility with other people, we have to first of all be credible to ourselves. That means selling ourselves on our products or our services first. If you believe you are selling a good product, or offering a valuable service, you won’t have much difficulty selling that product or service to other people.

Highlights of what participants will learn:

• Identify the steps they take to build credibility and reduce objections
• Identify those areas that need more attention
• Develop appropriate responses when prospective buyers throw them a curve
• Disarm objections with proven rebuttals that get the sale back on track
• Recognize when a prospect is ready to buy
• Be prepared to present options and be willing to negotiate

Course contents

• 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.

FAQs

No FAQs specifically for this title have been uploaded yet. Please check out the Product FAQs for general questions about the products.