Training Course:Sales (Handling Resistance & Objections)School/Trainer:Australian College of Commerce and Management
Balcatta, WA, Australia
Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced
Course Description:
'' This module will assit you in being able to recognise and handle clients resisitance and objections in the sales process. All your efforts todate in the sales process will be lost if you are not trained or confident to address this process during the sales process.
Completion of this module will equip you towards being able to have a better understanding of this process.
Handling resistance and objections
And you thought it was tough out there!
Fundamentals of handling objections
Handling objections—part of your patch
Resistance buster questions
The technique of ‘shelving�
I’m not interested
I already have an adviser or supplier of your services
I want to think it over
It’s too expensive—your price is too high.
I never make snap decisions
I want to talk it over with my partner/wife/husband
I’m really too busy
I want to talk it over with my accountant
I want to get some other quotes
Just put it (the proposition) in the mail
My super covers all that
See me in a couple of months
I agree with everything you’ve said �but I still want to wait
I don’t believe in life insurance
I’ve talked with someone who said that they would give me a discount. Can you do that for me?
I’m already loaded up with time payments
I do not need life assurance because I also have money and assets
When the accountant says NO
Things not to do when handling resistance or objections
The truth about getting the appointment after you’ve sent the quote
Handling competition comments as objections
The technique of ‘draining�objections
Tough techniques for answering objections
...''
Elements of this syllabus are subject to change.
Please go to the school's official website for training price and schedule:
http://www.aamctraining.edu.au/
Phone:1800 662 262, + 61 8 9344 4088
School Address/Venue(s):
Unit 9, 17 Foley Street
Balcatta WA 6021
Australia
Jobs & Resumes: Balcatta
Houses & Roommates: Balcatta
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Equipment and Vehicle Finance
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Finance Broking Mentoring
Financials of Company Structures
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