Sales Seminar:
Resolving Objections
Objections to your solutions are a natural part of selling. You resolve objections by following a process of listening for understanding, questioning for clarification, cushioning to establish common ground, presenting compelling evidence, and evaluation.
It is likely in any selling situation that obstacles will have to be overcome before a buying decision is made. Often you make the mistake of “handling” objections in such a way that the buyer is turned off. Resolving objections effectively is a process that involves careful, sensitive listening along with positive, factual responses to buyer concerns.
You must understand that buyer objections are not always rational. Objections are often totally emotional. You must respond to customers’ emotional needs, along with the obstacles preventing them from buying, if you want to build long-term relationships
At the completion of this seminar, participants will be able to:
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Apply a Win-Win process to resolve objections
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Identify points of agreement to lower buyer resistance
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Respond to the six most common objections with confidence
Primary Competency Categories:
Related Competency Categories:
- Interpersonal Skills
- Communication Skills
- Customer Experience
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