This document provides an overview of an objection handling master class training course. The course aims to teach salespeople techniques for properly overcoming objections from prospects in order to increase sales effectiveness and reduce sales cycles. The training outcomes include identifying real versus smoke screen objections, exploring objections, applying questioning techniques, overcoming barriers to listening, and dealing with price objections. The course is suitable for consultants with less than two years of experience or as a refresher for more experienced consultants.

1. OBJECTION HANDLING MASTER CLASS
As a salesperson, you put in a lot of time and effort to ensure that your product or services are needed by your prospect. However, no matter
how compelling the need may be, no matter how excellent your product may be, prospects will always raise objections, and demand additional
information. Rarely will a sale occur without this. Therefore it's essential that salespeople understand what goes into properly overcoming sales
objections and how to handle the common sales objections that prospects and clients frequently raise.
By mastering the techniques for professionally meeting and overcoming objections, salespeople will experience a dramatic increase in sales
effectiveness, including a significant reduction in sales cycle time.
Sales objections are roadblocks, not dead ends.
COURSE OVERVIEW
The objection handling master class has been designed to assist sales people to overcome the many objections they are faced with daily.
TRAINING OUTCOMES
1. Identifying the difference between 'real objections' and 'smoke screen objections'
2. Techniques to effectively explore the objection
3. Techniques to apply supposition and implication questions around objections
4. Identifying the barriers to effective listening
5. Understanding when it is appropriate to build 'pain' for a client
6. Dealing with price objections and how to defend and justify cost
7. Offering solutions to objections with maximum impact
SUITABLE FOR
As an introduction to consultants with less than 2 years’ experience
As a refresher to any experienced consultant or senior consultant
WHERE BUSINESS AND TRAINING COME TOGETHER
FUSION APPROACH
Is simply to work in
synergy not only with
our clients and the
needs of their business
but also with our
delegates, to ensure
they are given the tools
to achieve success.
Tel: 07 3273 2642
www.fusiontraining.com.au