Closing the deal-objection handling and closing
In the same way that many salespeople experience ‘call reluctance’, many others fail to ask for the business, or to have appropriate strategies to deal with objections when they do. This session explores how the work you do earlier in the process can make it easier for yourself by minimising objections and creating an ‘easier close’. We then explore how to handle objections when they do arise, and how to help secure the final close.
Objectives
• To understand how to prevent objections through use of consultative and SPIN selling methodologies
• Understand how to deal with general objections
• To understand how we prepare and deal with specific types of objections
• How do we ‘close’? What works best for different categories of sales opportunity?
Content and Learning
• Techniques for objection prevention
• A model for dealing with objections when they arise
• The 4 types of objections
• How to overcome these specific objections
• Closing – where does it work and where not to use it
• Gaining commitment – proposing the next step