Anticipating and managing sales objections

The objectives:

Understand the different types of objections encountered during a sale.
Learn to anticipate potential objections and prevent them.
Master effective techniques for handling objections during a sale.
Develop persuasive communication skills to counter objections.
Build self-confidence and resilience in the face of customer objections.
Apply strategies learned to close successful sales despite objections.

Requisites:

None.

For whom:

This training is for anyone who wants to perform in business development.

Methods used:

Assessment:

Assessment of skills acquired during training via a questionnaire and role-playing exercises.

Access time:

From the first registrant, training can be provided within 1 month of signing the agreement.

Accessibility:

This course is accessible to people with reduced mobility. For any other situation, please contact us to study the possibilities of adapting the training.

Analysis of objections

Identify the main objections encountered in the relevant sales area.
Understand the underlying reasons for each objection.
Evaluate the impact of objections on the sales process.

Preventing objections

Analyze the various stages of the sales process to anticipate objections.
Use proactive communication techniques to prevent objections.
Create a solid value proposition to minimize potential objections.

Objection management techniques

Learn questioning techniques to understand customer objections.
Use rephrasing strategies to clarify objections.
Develop convincing responses and strong arguments to counter objections.

Persuasive communication

Improve verbal and non-verbal communication skills to positively influence customers.
Use stories and examples to illustrate the benefits of the proposed solution.
Adapt your speech to each customer's specific needs and objections.

Self-confidence and resilience

Strengthen self-confidence to face objections calmly.
Learn to handle rejection and bounce back quickly after an objection.
Develop stress management techniques to stay calm and focused during a sale.

Practice and conclusion

Sales simulations to put into practice the techniques learned.
Analyze the results of the simulations and identify areas for improvement.
Recap the main lessons learned from the training and conclude on the actions to be taken to apply the skills acquired.