HANDLING
OBJECTIONS

& CLOSING SALES

A SALES COMMUNICATION LEARNING PROGRAMME AVAILABLE FACE-TO-FACE, VIRTUALLY OR AS AN E-LEARNING

Available as a consultancy service where we create your customer objection answer book for you!

If people like you, they’ll listen
to you. But if they trust you,
they’ll buy from you.

– Zig Ziglar

 

Why do this?

Imagine that you go into a shop, with your hard-earned cash in your pocket, to buy an expensive new TV.

If the salesperson is good, he’s going to show an interest in you, make you feel at home, show you his products and try to sell you on their benefits.

But if you’re seriously thinking of parting with your cash, you’re going to have questions – lots of them! These are your objections, and if the salesperson can’t answer them to your satisfaction, then he won’t be closing the sale.

The situation is no different when you face your prospective customers. Their heads are filled with doubts – about past mistakes, beliefs, bad press, how they feel, their level of knowledge … the list is potentially endless.

Good salespeople close the sale by engaging with their prospective customer’s objections head on and answering them.

The greatest salespeople take a step further, they anticipate their customer’s objections before they ask and even answer the objections which their prospect hadn’t even thought about.

If you don’t know how to do this, then whether or not you close will always be a game of chance.

STOP LOOKING LIKE AN INSINCERE
AND UNTRUSTWORTHY SALESPEOPLE
BY USING YOUR CUSTOMERS OWN DOUBTS ABOUT YOUR OFFER TO PROVE YOUR HONESTY, OPENNESS AND RELIABILITY

What are the benefits?

You will start by learning how to research your prospective customer’s problems and desired solutions so that you can tailor your sales offer and its value add-ons to make it as attractive as possible for them; thus minimizing their objections and increasing your deal closing speed.

You will master robust psychology techniques for accurately recognizing the persuasive soft spots of your prospective customers; effectively answering objections; and proving your offer’s benefits.

Furthermore, you will learn how to move into the closing phase of the sales cycle quicker and in a way which increases your chances of success.

This is a fun, practical and engaging 2-day technical communication workshop backed up with robust theories from psychology, cross-cultural theory and organisational communication theory which contains both real-life case studies and role-play exercises which will replicate the exact challenges you will face on the job.

Call us on +44 (0) 7914 691 549 or email us at hello@elcconsultants.co.uk to talk to
a Learning Advisor about this programme

Key Content

  1. Our unique Customer Core Desire research tool for quickly and accurately collecting data on your customer’s problems, desired solutions as well as their current objections and benefits to your offer
  2. Leveraging the 3 Universal Objection Types so that you can accurately define all of the objections which will stop potential customers from buying from you
  3. Using the 6 Universal Proof Types so that you can create the strongest possible answers to your customers’ objections and quickly move on to selling the benefits of your offer
  4. Applying the 6 Universal Principles of Persuasion to get your stakeholders to agree with you and move them towards the close of the deal by touching their subconscious soft spots
  5. The best techniques for making your sale one of the top 3 items on your prospective customer’s to-do list so you can get control of the sale and quickly lead them to a successful close

This is a practical and engaging workshop backed up by robust theories from psychology and communication theory and with role-play exercises replicating the exact challenges you will face on the job.

TennisBall

Become a trusted advisor to your customers
by anticipating, addressing and answering all of their objections to make them eager to close the sale with you

I expected the Audit Report Writing Workshop to be a very dry and theoretical course with instructions on how we write reports in Vodafone.

But to tell you the truth, I came home and I said to my wife: “Susan, today I’ve had the most amazing training I’ve ever had!” – and I’ve had some great training!

The report writing training was fantastic – the difference being that the trainer really knew how to bring the message across. The training was very interactive. It not only taught me how to write in the most efficient and professional way but also how to make a powerful connection with the reader.

All in all, we not only learnt how to write reports, but we also learnt how to communicate effectively which I think is the key. That was the real added value of this course.

Dominque Pauwels
Senior Internal Auditor
Vodafone

As a training experience, Financial Report Writing Workshop took our attention from the very start – not just me, but the whole group.

People were saying: “Wow! It’s 9 o’clock on the day of the first session and we have already defined exactly what the key problem is with our report writing.”

I would definitely recommend this financial report writing training. It’s not just about the books and the materials, but it’s important to learn things that you will remember at work and know how to use.

I immediately applied what I learnt from the training into my real business life. The expertise of the trainer and how the training was delivered was the key to success here. What is delivered is important, but how it was delivered was what I would also like to recommend. In this sense, it was better than 99% of the training I have had till now.

Emre Tor
Corporate Business Account Manager
HSBC

Bespoke communication learning programmes
to take your performance to the ultimate level

How can you join?

GroupProgramme

You can train your people in-house

... in one of our GROUP LEARNING PROGRAMMES

OpenCourse

Or you can take one of our OPEN SESSIONS in London

VirtualCourse

You can even take a VIRTUAL PROGRAMME

... WHENEVER and WHEREVER you want to

Coaching

We even coach your TOP DOGS!

ROI

EMPOWERING

your organisation's

COMMUNICATION

How do we work?

We have a comprehensive catalogue of bespoke learning programmes to help busy professionals master their leadership communication and technical communication. In addition, we offering fast-track options for non-native communication development for global professionals who do not speak English as their mother-tongue.

All of our programmes are supported by the latest insights from adult learner theory and the 70:20:10 model.

What is more, our programmes are delivered by expert consultants who are thought-leaders in their fields and possess a wealth of experience in both the business environment and formal learning settings.

All of which guarantees maximum ROI for your organisation.

70: 20: 10 Model

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