Course Overview
The Sales Objection Handling Techniques Training Course is your ultimate gateway to mastering the art of turning customer objections into opportunities. By the end of this course, you won’t just handle objections you’ll embrace them as stepping stones to closing the sale with confidence and finesse. This dynamic, hands-on training equips sales professionals with proven strategies to effectively address and resolve objections, ensuring that no sale is left on the table.
Course Duration
5 Days
Target Audience
- Sales professionals at all levels
- Business development executives
- Customer relationship managers
- Entrepreneurs and small business owners
- Sales team leaders and managers
Organizational Impact
- Increased sales conversion rates through improved objection handling.
- Enhanced customer relationships and trust leading to long-term business growth.
- Empowered sales teams with higher confidence and improved negotiation skills.
- Reduced sales cycle times by addressing objections early in the process.
- Greater team collaboration and sharing of best practices in sales strategies.
Personal Impact
- Boost in personal confidence when handling difficult sales conversations.
- Improved listening and communication skills.
- Enhanced persuasion techniques leading to higher personal sales performance.
- Greater ability to think on your feet and address unexpected challenges.
- Professional growth and recognition in the sales field.
Course Level:
Course Objectives
By the end of this course, participants will be able to:
- Identify common sales objections and understand their underlying causes.
- Develop tailored strategies to overcome specific objections with confidence.
- Build stronger relationships with potential clients by resolving their concerns.
- Transform objections into opportunities for closing deals.
- Gain skills to remain calm and composed in high-pressure sales scenarios.
Course Outline
Module 1: Understanding Sales Objections
- Identify the most common types of sales objections.
- Analyze the psychological reasons behind customer resistance.
- Differentiate between genuine objections and smokescreen objections.
- Learn the importance of active listening to understand objections fully.
- Techniques to build rapport and prevent objections early in the conversation.
- Case Study: Analyze real-world sales objections from a leading industry and practice identifying the root cause of each.
Module 2: Techniques for Overcoming Price Objections
- Master price anchoring and value-based selling strategies.
- Learn how to articulate the value of your product/service convincingly.
- Techniques to offer discounts or alternatives without devaluing your product.
- Handling budget concerns and price sensitivity in tough negotiations.
- Using urgency and scarcity tactics ethically to move the sale forward.
- Project: Participants will role-play scenarios involving price objections and develop counterarguments that align with customer needs.
Module 3: Handling Product or Service Fit Objections
- Recognize when product objections signal a mismatch or a misunderstanding.
- Develop skills to refocus the conversation on key benefits.
- Techniques for tailoring product presentations to match customer needs.
- Strategies for handling competitor comparisons and industry-related objections.
- How to address concerns over product/service customization.
- Case Study: Examine real objections based on product features and prepare a response plan to overcome them.
Module 4: Objection Reversal and Negotiation Techniques
- Introduction to the "objection reversal" technique and how to use it effectively.
- Building flexibility in negotiations without compromising core value.
- Dealing with objections about long-term commitments, contracts, or timelines.
- How to handle ‘No’ without losing the customer relationship.
- Understanding body language and emotional cues in high-stakes negotiations.
- Project: Teams will negotiate a mock contract where multiple objections must be handled in real-time to close the deal.
Module 5: Closing the Sale Despite Final Objections
- Recognize last-minute objections and close with confidence.
- The art of the "assumed close" and other closing strategies.
- Handling buyer remorse and post-sale objections.
- Strategies for gaining commitment while leaving customers with confidence.
- Building long-term client relationships to reduce future objections.
- Case Study: Analyze a successful high-value sale where numerous objections were handled, and discuss how these techniques can be applied in your own sales process.
Related Courses
Course Administration Details:
Methodology
These instructor-led training sessions are delivered using a blended learning approach and include presentations, guided practical exercises, web-based tutorials, and group work. Our facilitators are seasoned industry experts with years of experience as professionals and trainers in these fields. All facilitation and course materials are offered in English. Participants should be reasonably proficient in the language.
Accreditation
Upon successful completion of this training, participants will be issued an Indepth Research Institute (IRES) certificate certified by the National Industrial Training Authority (NITA).
Training Venue
The training will be held at IRES Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
Accommodation and Airport Transfer
Accommodation and Airport Transfer are arranged upon request. For reservations contact the Training Officer.
- Email: [email protected]
- Phone: +254715 077 817
Tailor-Made
This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our IRES Training Centre or at a convenient location. For further inquiries, please contact us on:
- Email: [email protected]
- Phone: +254715 077 817
Payment
Payment should be transferred to the IRES account through a bank on or before the start of the course. Send proof of payment to [email protected]
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