OVERCOMING THE CLIENT'S REFUSAL AND FINALIZING AGREEMENTS
«The sale begins when the customer says, “No.” »
Elmer G. Leterman
Responding to objections - concluding the sale
The program includes the following topics:
- Accepting that the case is not (yet) in the pocket
- Rebuilding trust
- Understanding the need behind the refusal
- Digging into the client's intention
- Adding value to my offer
- Isolating the disadvantage and solving it
- Keeping my promise
My learning outcomes
MANAGE EMOTIONS
Regaining confidence and getting back on track
DISCOVER WHAT IS NOT SAID
Mastering the techniques of questioning
ENHANCE COMPLICITY
Revealing my intention to help
PROVOKE WILLINGNESS AND CONCLUDE
Resolving objections and creating mutual commitment
What’s in it for me?
- Extending tough conversations
- Satisfying my customer
- Concluding faster
Timing
4 interactive sessions of 2 hours to master the learning results
*Type of coaching: online and / or face-to-face
Optional
4 personalized coaching sessions of 2 hours on the handling of objections