Handling Customer Objections

Introduction

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

On successful completion of this course all students will be awarded a Certificate of
Completion. This certificate confirms you have completed all the video lessons for
every module and fully met all the requirements of the course.
To achieve this award all the assessment quizzes for each lesson must be passed. The pass grade for each quiz is 80%.You can retake lesson quizzes as often as you like.

The Assessment Method

There’s a quiz at the end of each lesson to test your understanding of the material. To successfully complete this course, you must pass the quiz for each lesson. Once all the lessons have been completed, you can then download and print the People & Process completion certificate.
So let’s get started! In the next lesson entitled “The Need for Good Food Hygiene “, we will look at the requirement for good hygiene practices and how these are implemented.