WHO IS THE KIT FOR ?

This material can be used for:

• Anyone responsible for selling direct to customers
• Non sales staff who deal directly with customers
• Anyone who is responsible for selling ideas or services to internal customers within their own organisation

WHY WAS THE KIT DEVELOPED ?

No matter how carefully one plans the sales presentation, it is rare for a salesperson to get an objection free response from the customer.

Successful salespeople attach paramount importance to being able to anticipate both the obvious and the less common customer objections. It is of equal importance to understand how to deal with those objections.

This module was developed to help salespeople to understand the nature of customer objections and why they are made, become better able to overcome them and eventually close the sale.

OBJECTIVES

By the end of the session participants will:

• Have a range of strategies available for dealing with customers who raise objections
• Have identified common objections that they are likely to face
• Be able to identify real and false objections
• Be able to reduce objections
• Be able to help customers clarify objections so that they can be more easily and effectively answered

PROGRAMME OUTLINE

The pack contains:

KITS THAT ARE EASY TO RUN

This is tried and tested material that has been used to help a wide range of salespeople throughout the world.

If you are new to training you will find this module user friendly, with clear, easy to use instructions at every stage.

If you are an experienced trainer, this material will save you hours of preparation time. The flexibility of the package makes it very easy to modify so you can add your own ideas or you favourite activities and exercises.