Closing The Sale & Dealing With Objections
Training Description
The above video clip will give you a brief overview of the course from PTP's Managing Director, Marc Holland.
Closing the Sale and Dealing with Objections.This course reviews the sales process and identifies the appropriate time to apply a close and how to go about it. Through role-play and questionnaires we analyse your closing technique and highlight areas for improvement. The course also includes effective methods of dealing with customers' objections and indecision.
CPD Value 5.5 Hours
CPD = Continuous Professional Development (All PTP courses are approved for CPD by the Law Society and meet the standards expected of all professional bodies).
People who booked this Closing the Sale & Dealing with Objections have also attended these courses:
Advanced Closing Skills Course, Negotiating to a Staisfactory Close, Closing Incoming Calls Effectively
The Course Suits
Any person involved in the final stages of the sales process.
Training Benefits
- 20+ types of closing strategies
- Greater confidence in handling objections positively
- Understanding the customer's motivation
- Overcoming customers' objections to the price
- Individual sales issues discussed and resolved
Course Timetable
09:30 - 09:45 Coffee & Course Objectives
09:45 - 10:45 Task 1
10:45 - 11:30 3 ½ Steps To Selling
(Establishing Interest & Prospecting, Presenting, Closing, Keeping the Doors Open)
11:30 - 12:00 Types of Closes
(23 closes are analysed)
12:00 - 13:00What Type of Closer Are You?
(Personal test)
13:00 - 14:00 Lunch
14:00 - 14:30 Task 2
14:30 - 16:30 Dealing With Objections Effectively
(Types of objections, pre-handling objections, answering objections)
16:30 - 16:45 Summary & Action Plans Agreed
© PTP/203
Closing The Sale & Dealing With Objections training course available to book:
| Training Location | Training Date | Training Discount | Book Trainging |
|---|---|---|---|
| Nottingham City Centre | 18-08-2010 | £318.75 | Book Closing The Sale & Dealing With Objections Course Online |
Description:
A practical training DVD on effective negotiating for all managers based on Gavin Kennedy's 'four-phase' approach to negotiating. Malcolm and Miriam represent management and staff, respectively, as they try - initially without success - to negotiate equitable terms for the forthcoming office move. With help from two colleagues they experience and learn how to prepare, debate, propose and bargain their way to a win-win solution.
Gavin Kennedy's proven, simple and highly effective negotiating techniques are delivered in an entertaining drama that will capture your people's imagination and develop their negotiating skills.
The four-phase model:
• prepare - negotiation can't begin until each party knows what they want
• debate - discovering the other side's 'wants' takes up to 80% of the negotiation
• propose - each side signals what 'wants' they could trade
• bargain - the parties state the specific 'wants' each will trade.
Duration: 25 minutes
Includes Support Material on a separate CD:
A Trainer's Guide provides information and guidance on holding a course on negotiation. It contains advice on training, an outline course structure and help with the devising and running of negotiating simulations. A models simulation is provided along with notes on handling a debriefing session. The Negotiators's Notebook provides training course participants with the basic steps of a negotiation and offers valuable help and assistnace for those entering negotiations in a variety of situations.
Description:
5 complete training sessions designed for sales managers to run at sales meetings. Get more out of your sales meetings with this excellent range of products.
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