COURSE OBJECTIVES:

• Our Objection Handling & Closing course aims to help sellers get prospects to the point of making a genuine buying decision
• By the end of the programme, objections will have been fully understood and delegates will leave with a range of techniques for moving a buyer’s 'maybe' to a definitive decision
• The course will look at how to handle influencers who do not have final decision making power but who are key to the process of gaining commitment

COURSE CONTENT:

Objection Types

• Quiz & discussion
• Review of Buyer Tactics
• Brainstorm of most typical objections
• Objection Types & How to respond using proof

What IS closing and where does it fit into selling?

• Barriers to Closing
• Pushing the Process – a fresh approach to the closing process
• Exercise to identify closing methods