Handling Objections
Workshop Description
Newer salespeople often say that handling objections is one of the most difficult things for them to do well. For that reason, this workshop will help them to become more confident and competent. This interactive 2-hour workshop highlights practical concepts and guidelines, including a series of short role plays so that everyone can practice how to respond to one of their most likely objections.
Depending on what works best for you, the workshop can be taught in-person or virtually. Peak Selling will also customize the content at no additional cost to include examples that are relevant to your company and industry.
Who Should Attend?
Newer salespeople will learn skills that will become a foundation for their future success. Others in your organization who interact with customers, such as customer service and technical service personnel, will also benefit from this workshop.
Topics and Objectives
1. Most Likely Objections: We start the workshop by sharing some of the most common objections that salespeople encounter, such as "Your price is too high" and "I'm happy with my current supplier," after which we will solicit examples from the attendees of their most likely objections.
2. Four Categories of Objections: You will learn the four most common categories of objections, such as Resistance-to-Change, after which we will do a small group brainstorm activity to develop practical suggestions for each category.
3. How to Respond to Objections: You will learn a simple-yet-effective process that can be used to respond well to all types of objections. A role play activity is used so that each person can practice and receive feedback on the objection that they encounter frequently.