Course description
Resolving Concerns & Objections
An objection is an expression of disagreement, opposition, or concern raised by prospects when considering a decision with your proposal. It’s means that their values aren’t being met. For many people, resolving objections is the most stressful part of the sale. Ironically however, objections or concerns indicate buying interest and provide critical information for removing road blocks. We will help you to understand the origin of most objections and strategies for resolving concerns. We will help you to understand the secret to preventing objections. An objection or concern isn’t a “no.” It is simply a request for more information. We have five Resolving Objections and Concerns courses available in this series that focus psychology objections & concerns, preventing objections & concerns, steps for handling objections, resolving objections scripts, resolving concerns in large sales. Each course averages 15 minutes to complete with a post assessment included for each course. The Application Activity forms will allow the participant to apply the learnings in their own scenario and environment. This selection of courses is intended for sales executives, sales managers, sales reps, and customer facing people who want to improve their leadership abilities. This course can be delivered in two formats. Regardless of learning method, participants will be fully supported in their journey by Chart Learning Solutions’ network of partners.
Online
This option includes unlimited access to slide presentations, video lectures, interactive quizzes, and practical exercises. Participants in this course will also become part of a supportive student network.
Blended
The blended course options offers a mix of instructor-led and online training. This option is great for those who wish to combine online learning with more traditional classroom instruction.
Upcoming start dates
Who should attend?
Ideal For
You either work as a Sales Representative or Sales Manager and want to secure your results or you are new in your job role.
Training content
We have five Resolving Objections and Concerns courses available in this series that focus on:
- Psychology objections & concerns
- Objections are an expression of disagreement, opposition, or concern raised by prospects when considering a decision with your proposal. Discover how objections emerge and how to manage the psychological aspects of anxiety called doubt, disruption and decisions. Understand how you can discover your prospect’s strongest value that will be the emotional motivator in any sale.
- Preventing objections & concerns
- Understand the difference between objections and conditions and how you can prevent objections by qualifying early. Discover valuable questions to evaluate how prospects think, controlling mental focus. Anticipate and be ready for objections before your conversation.
- Steps for handling objections
- By understanding and handling customer objections correctly, these can most of the time be turned into a purchase. Understand how to identify every prospect’s value-driver—the primary value that will ultimately drive the decision to move forward. We will show you five steps for handling objections and show you why you should never overlook often hidden value-drivers such as gaining praise or being popular.
- Resolving of objections scripts
- When someone says they’re not interested, determine if it’s an informed or uninformed response. Educate prospects on what they need to know before ruling you out. Discover questions to ask a prospect or indifferent buyer with an objection. Determine if a price related concern is a condition or an objection and how to handle each.
- Resolving concerns in large sales
- Often larger sales introduce innovative solutions, making its diffusion challenging and slow to accept. Understand the four elements of diffusion and the three dimensions of consequences. Discover three objectives for resolving concerns that will assist you and the four rules for resolving negative consequence issues.
Costs
Request information using the form below for pricing.
Certification / Credits
Certification in Resolving Concerns
Quick stats about Chart Learning Solutions?
Chart Learning Solutions strives to help organizations and individuals apply the skills in their professional development. This ensures that individuals perform at optimal levels of productivity. Our innovative hybrid learning methodology will:
- Increase team and employee engagement
- Provide employee accountability
- Accelerate positive behavioural changes
- Improve skill competencies and levels of professionalism
- Promote positive cultural change
Reviews
Average rating 4.7
"Loved this course and the tips and tricks you learn along the way"
Good course and well written
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Chart Learning Solutions
There's no denying that workplace demands are changing. It is essential that we develop, nurture, and continuously evolve our soft skills to make them the most valuable assets in our companies. Our purpose is to successfully change and enhance the...
"The course was a great way to refresh my skills and knowledge."