Optimizing Objection Resolution
Premise:
The greater majority of objections can be anticipated. You can prepare
objection resolution strategies in advance of the objection thereby reducing
the number of postponed decisions, the need for negotiating, and ultimately
failed sales calls.
Purpose:
To enable people to resolve concerns and objections from others without
conflict or argument.
Outcomes:
Participants will
- Learn how to recognize common types of objections and concerns
- Learn how to understand concerns and objections in detail
- Learn how to overcome objections strategically and effectively
using communication tactics
Learning:
- Review of Communications Tactics
- Five common types of Objections
- ARUCON ä Objection Resolution Process
Participants:
- All members of the
organization
Format:
- Facilitator presentation and demonstration on new learning
- Individual and team-based workshops, case studies and tailored
role plays - optional videotaping
- Templates of specific action plans
- Individual, team and group facilitated feedback
Endorsement:
Pre-Requisites:
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