How can obstacles in the sales process be transformed into drivers for collaboration? This session introduces a unique approach to utilizing client energy effectively to push the sales process forward. Participants will acquire proven methods and tools for addressing objections and navigating conflicts in both sales interactions and long-term client relationships.
Resistance is energy that the client invests in the sales process—skilled salespeople know how to use this energy optimally to progress. To do so, one must learn to avoid instinctive reactions when faced with client objections, but instead accepting the objection and choosing the right technique for the situation.
While this concept seems straightforward, “in real life” most of us manage interpersonal situations charged with energy emotionally and intuitively, rather than rationally and thoughtfully. Precisely because the situation is tense and carries the potential for escalation, it must be managed wisely!
The Lecture Covers:
Participants will explore a variety of techniques to acknowledge objections, learn tools for swiftly choosing the most suitable approach for diverse sales situations, and expand their sales “toolbox” with at least four additional methods for handling objections.
Key skills include turning objections into topics for deep conversations, assessing the genuineness and intensity of objections, transforming objections into reasons for purchase, and storytelling techniques built around objections.
This lecture is a must for anyone operating in a business or personal environment prone to conflicts and challenging communication scenarios.
