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HOW TO HANDLE SALES OBJECTIONS AND CLOSING TECHNIQUES

Duration: 4 Days

Lagos Venue

106 Apapa Road beside
Zenith Bank Lagos.

Fee: N75, 000. VAT Incl.

4 - 5 participants: 5% discount
More than 6 ppl: 10% discount

Class Session

9:00am – 4:00pm daily.
(In plant training available upon request)
WEEKDAY CLASSES Mar. Mon 28 – Wed 30 July Mon 11 - Thur 14 Aug. Mon 22 - Wed 24


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SESSION 1: Handling sales objections:

Overcoming Objections Sales Training course teaches you how to identify and overcome the various types of common sales objections and turn them into sales opportunities. By the end of this course, you will have learned how to: understand the factors that may cause customer objections to your offer, dig up the "real reason" behind sales objections, plan and practice the strategies to overcome objections, create a list of common objections in your industry, develop the confidence to handle objections, how to close the sale and much more.

Objective of this training session:

  • Understand the factors contributing to customer objections.
  • Define the different objections.
  • Learn how to overcome objections with a set of specific strategies.
  • Practice the different strategies for overcoming objections.
  • Learn how to dig up the "real reason" behind objections.
  • Learn effective techniques for deflating objections & closing the sale.
  • Gain the confidence to handle objections and sell more.

Overcoming sales objections:

  • Seeing objection as interest.
  • Translating objection to reason to buy.
  • Outlining product or service feature and benefits.
  • Emotional pain or loss – Unique Buying Proposition(UBP).
  • TraAgreeing with objection to make the sale.
  • Class work and group.

Why people object: Emotional gains, Emotional pains:

  • Ego
  • Skepticism
  • Misunderstanding
  • Stalling

Objection - Root cause analysis:

  • Asking/appreciate questions.
  • Digging up the real reasons.
  • Understanding the problem.
  • Listening more than talking.
  • Common objections.
  • Basic strategies to uncover inert concerns.
  • Case study.

Deflating objection:

  • Informing customer about common objection.
  • The six steps to handling objection.
    •    + Expect them
    •    + Welcome them
    •    + Appreciate clients
    •    + Affirm them
    •    + Complete them
    •    + Compensation
  • Class work and presentation.

SECTION 2: Closing techniques:

One of the most important stages of selling is closing the deal, which is the action taken by the sales person to gain agreement to the sale. Surprisingly that is the stage where your smile to the bank but most avoided but most sales person. There are many closing techniques in sales, which are prescribed actions that guides sales people take to persuade the customer to make the necessary commitment and ultimate decision.
In this course we will cover at least 40 different closing techniques and their applications.

The closing techniques are:

  • 1. 1-2-3 Close - close with the principle of three.
  • 2. Adjournment Close - give them time to think.
  • 3. Affordable Close - ensuring people can afford what you are selling.
  • 4. Alternative Close - offering a limited set of choices.
  • 5. Artisan Close - show the skill of the designer.
  • 6. Ask-the-Manager Close - use manager as authority.
  • 7. Assumptive Close - acting as if they are ready to decide.
  • 8. Balance-sheet Close - adding up the pros and the cons.
  • 9. Best-time Close - emphasize how now is the best time to buy.
  • 10. Bonus Close - offer delighter to clinch the deal.
  • 11. Bracket Close - make three offers - with the target in the middle.
  • 12. Calculator Close - use calculator to do discount.
  • 13. Calendar Close - put it in the diary.
  • 14. Companion Close - sell to the person with them.
  • 15. Compliment Close - flatter them into submission.
  • 16. Concession Close - give them a concession in exchange for the close.
  • 17. Conditional Close - link closure to resolving objections.
  • 18. Cost of Ownership Close - compare cost over time with competitors.
  • 19. Courtship Close - woo them to the close.
  • 20. Customer-care Close - the Customer Care Manager calls later and re-opens the conversation.
  • 21. Daily Cost Close - reduce cost to daily amount.
  • 22. Demonstration Close - show them the goods.
  • 23. Diagram Close - Draw a picture that draws them in.
  • 24. Distraction Close - catch them in a weak moment.
  • 25. Doubt Close - show you doubt the product and let them disagree.
  • 26. Economic Close - help them pay less for what they get.
  • 27. Embarrassment Close - make not buying embarrassing.
  • 28. Emotion Close - trigger identified emotions.
  • 29. Empathy Close - empathize with them, then sell to your new friend.
  • 30. Empty-offer Close - make them an empty offer that the sale fills.
  • 31. Exclusivity Close - not everyone can buy this.
  • 32. Extra Information Close - give them more info to tip them into closure.
  • 33. Fire Sale Close - soiled goods, going cheap.
  • 34. Future Close - close on a future date.
  • 35. Give-Take Close - give something, and then take it away.
  • 36. Golden Bridge Close - make the only option attractive.
  • 37. Handover Close - someone else does the final close.
  • 38. Handshake Close - offer handshake to trigger automatic reciprocation.
  • 39. Humor Close - relax them with humor.
  • 40. Hurry Close - go fast to stop them thinking too much.

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