Who should attend

Experienced sales people looking for new techniques
Sales people finding it difficult to get to a close
Novice salespeople in independent businesses
Business owners looking to improve their sales
Telesales operatives getting too many knock-backs
Receptionist looking to keep away salesmen

What they will learn

The seven step process to handling all objections
How to respond to:
- if he is interested, he'll call you
- you are too expensive
- we have a preferred supplier
- put information in the post
- how can you justify that price
- we don't need it now
- call back in a month
- we only deal with established companies
- I'm too busy
- We have a no-names policy

Turning objections into sales
Learning from customer service
Applying company policies
How to be firm but not rude
Timing: letting the prospect talk but for how long
Bringing in your colleagues
Questioning techniques to manage the conversation
Keeping perspective of the magnitude of an objection
Objections as buying cues