INTRODUCTION
“Why prospects object? Are objections real?
Objections raised by prospects have always been the bane for many sales professionals. Sales have been lost not due to lack of trying but in many cases, lack of planning and preparation. Once an objection is raised and the sales personnel is unable to respond convincingly, the sales is lost and he/she becomes demoralised. The 2-day session will highlight certain techniques that will prove to be useful in closing the sales.
INTRODUCTION
Why prospects object. Are objections real?
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WHO SHOULD ATTEND?
Sales Manager, Sales Executive, Sales Personnel,
Sales Coordinator & Customer Service Personnel
COURSE CONTENT
MODULE 1 – SELLING BENEFITS
Redefining your product by analysing the Features, Advantages and Benefits (the FAB factor).
Redefining the 6 main benefits of your product.
MODULE 2 – THE UNIQUE FACTOR OF YOUR
COMPANY/PRODUCT
Analysing the various unique offerings of your product/company that will stand up in the mind of the prospect/customer.
MODULE 3 - OFFERING VALUE-ADDED SERVICES
The right approach to deriving value-added services.
The 5 conditions that make up value-added services.
MODULE 4 – NEGOTIATING OBJECTIVES – “OURS”
& “THEIRS”
Be aware of the MUSTS and WANTS.
Creating a negotiation objective matrix before meeting the prospect.
MODULE 5 – ASSESSING LEVERAGES AND
LIMITATIONS
Analyse your own leverages and limitations
Analyse your prospect’s leverages and limitations.
The 7 areas to explore for sales leverage.
MODULE 6 - OVERCOMING SALES RESISTANCE
“YOUR PRICE IS TOO HIGH!”
Highlighting the pitfalls, 13 selling strategies and 3 closing strategies so required to close the sale.
[If time permits, role-play will be carried out on selected participants]
COURSE TRAINER
Mr. Billy Ong
Associate Trainer
COURSE FEES
| In-House Course Fee : | Call 6016-216 1383 (Mr. Jimmy Ong) or Fill in Inhouse Request Form |
Inhouse Request Form |
| Public Course fee: | To Be Advised | Public Course Registration |
| Date/s : | TBA (3 Days Program) | |
| Time : | 9am – 5 pm daily | |
| Venue : | In House/Hotel/TNI Centre |