Sell successfully and handle objections

What is the goal?

The participants will learn what the basic needs of their clients are, learn how to identify them and link these needs to the added value of their offering. They will strengthen their objection handling and reasoning skills. They will learn effective sales closing techniques. We work in a win/win atmosphere and tailor our communication accordingly. The training includes hands-on sales interviewing and video interviewing.

Key topics

• Preparation works.
• Our customers – a customer-driven company, arousing customer interest.
• Customer needs and motives.
• Types of communication, strong and weak words.
• Sales conversation – 5 stages.
• Typology of objections.
• Techniques for dealing with objections.
• Practising negotiation procedures (e.g. price, conditions, etc.).
• Techniques for closing the sale.
• Tying the relationship into the future.

How do we prepare courses?

Step 1

We identify your needs, help you define your training objectives and design a training concept. We work with management, client to develop the program and content.

• Questionnaire of participant expectations.
• Discussion with management, their expectations.
• Mystery shopping – as needed.

Step 2

In the training we make maximum use of and combine or own experience, case studies and model situations with the experience of the participants. According to the needs we combine and choose the forms of training.

• Workshop format.
• Interactive training format.
• Group coaching format.

Step 3

The success of the program is demonstrated by putting the new skills into practice. We work with management in this transformation.

• Evaluation questionnaires.
• Final reports.
• Evaluation meeting with management, client.