Overcoming Objections

Objections are a fact of life - they come with the territory. They usually can be limited to just a few categories (4 actually) - the rest are just variations of the theme.

All objections can be handled in virtually the same manner. We will list every conceivable rebuttal or objection that the client could possibly raise, and demonstrate how they are handled successfully using the same methodology.

Participants will learn why objections occur, how to clarify objections in order to ferret out the real concern of the prospective client, and build trust in the process without engaging in a price war.

They will learn the difference between "valid" and "invalid" objections and the best way to respond to each. They will be more attuned to obtaining definite, concrete information that they can respond to as opposed to "fuzzy", abstract, unclear statements that cloud the real issue.

In the workshop portion of this session, participants will be able to voice all the objections they encounter when they attempt to sell their product or service.

Using the A L L U R E method of handling objections, each student will learn to become more adept at handling customer objections and to be able to respond in a collaborative as opposed to a confrontative manner.

Click here to contact the Negotiation Institute or Call 212-888-0053

Benefits:

Participants will be more confident and knowledgeable in rebuttals when prospects say "No."
The representative or sales person will learn how to differentiate between the "valid" and the "invalid" objection so they can be handled positively and effectively
The Four "P's" of Objections

- Price
- Product
- Personal
- Postponement