Handling Customer Objections

Description

A fundamental part of the sales process is handling customer objections successfully. The raising of customer objections is a real signal to the salesperson that the customer is engaged and interested in how the product/service might meet their particular need.

In this course we will cover the essential reasons why customer objections are raised. We will look at typical price and non-price objections and how to deal with them.

We will look at buying signals that may be exhibited by the customer and finally we will examine the negotiating process and how this can lead to closing a sale.

On completion of this training course, you will be able to:

• Identify typical real and false reasons for raising objections
• Understand how to prevent and handle objections to sale
• Appreciate the hidden objections a customer may have
• Read the different buying signals and know how to take advantage of them
• Progress a negotiation of sale to a win-win outcome