Handling Objections and Closing Sales

This publication is due to be published January 2008. Sample pages will be available closer to publication date. If you require further information please contact us at info@encoreworkshops.com

This workshop is ideal for those managers responsible for a sales team. From time to time all salespeople need to be reminded of the basics and also given a few new techniques.

One of the biggest problems sales people have is handling objections effectively. Too often they try to do an end run around an objection, treating it as something bad. This workshop demonstrates to salespeople that they can learn to love objections, even embrace them. It talks about the three kinds of objection (real, false and hidden) and provides tips and advice on how to discover which type of objection you are facing and how to overcome it. Exercises allow participants to identify the specific objections they face when selling your product or service and discover ways of overcoming them.

Handling objections and Closing Sales also looks at how close more sales by developing better leads and qualifying them better. In addition, the art of closing is shown as a natural conclusion of good prospecting, qualifying, overcoming objections, negotiating skills.

This workshop is aimed at all levels of salesperson, from novice to experienced.

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