Course description
Objection Handling Skills
Good objection handling skills are crucial to success in sales and customer care. If a salesperson is unable to come back with a good answer to the statement: I think its too expensive, they will lose the sale so quickly, that they might as well have answered I could not agree with you more! Similarly, goodwill is lost very quickly in a customer care environment if a complaint is simply ignored or inadequately dealt with. Whatever objection a customer or prospect comes up with, this course will find the best possible answer in every situation. Through a series of role-plays and exercises, these answers will soon become second nature to the participants ensuring that they do not slip up if confronted by a difficult objection again.
This Objection Handling Skills course is available throughout the UK.
CPD Value 5.5 Hours
Outcome / Qualification etc.
- To handle and overcome objections at all levels
- How to maximise profit through negotiation
- How to apply a close to a negotiating situation
- Understand the importance of customer care in a sales environment
Training Course Content
- 09:30 - 10:00 Coffee & Course Objectives
- 09:30 - 10:00 Setting Out Our Objectives (Emphasis here is not just on getting a sale but also maximising profit.)
- 10:00 - 10:30 Objection Handling - The Basics (This module looks at the most common pitfalls in negotiating situations and how to overcome them. Pre-handling objections as the ideal solution)
- 10:30 - 11:00 The Price Objection (9 things the customer could mean when they raise the price objection. How to handle them effectively.)
- 11:00 - 11:15 Coffee break
- 11:15 - 12:00 Role Play (Here participants work in pairs and look at real life scenarios. Objection handling put into practice.)
- 12:00 - 12:45 Test (A test to ensure all participants have understood and remembered the concepts discussed in the course.)
- 12:45 - 13:30 Lunch
- 13:30 - 15:00 Types Of Closes (23 closes are analysed)
- 15:00 - 16:30 What Type of Closer Are You? (Personal test)
- 16:30 - 16:45 Summary & Action Plans Agreed
Customer Outreach Award
We believe that it should be easy for you to find and compare training courses.
Our Customer Outreach Award is presented to trusted providers who are excellent at responding to enquiries, making your search quicker, more efficient and easier, too.
Reviews
Average rating 4.8
This was a superb training day.
Very well presented, high impact.
Expenses
Fee includes all course materials, Participant packs, certification and lunch
Request info
PTP: Practical Training for Professionals - leading provider of sales and management training in the UK
PTP - Practical Training for Professionals, have been delivering practical, hands-on training courses to professionals in the UK since 1991. PTP provide training course in several formats: in-house training, on a 1-2-1 basis or as public courses in more venues...
I feel the presentation was delivered in a manner which made it interesting and easy to focus.