Aim

The aim of this module is to provide delegates with a practical framework and the key skills needed for handling common objections from clients.

Objectives

During this module participants will have the opportunity to…

• consider the importance of frame of mind when making a sales call
• look at the different types of questions and how to use them
• consider how to sell the benefits of a product or service
• identify the key stages in handling objections effectively
• practice handling common objections from clients
• identify how to close effectively and gain commitment
• consider the use of voice to create interest in the client
• explore the use and impact of positive language
• practice their skills
• create a Personal Action Plan

The event will be participative with a variety of training aids used to cater for the differing learning styles likely to be present in the group.  To ensure the opportunity to learn is maximised roleplays will be used.  Respecting the need for confidentiality delegates are invited to share their experiences in this area and to ask questions at any time.