See all training sessions on Concluding a Sale
Three-hour workshop
Responding effectively to customer objections
This intensive workshop will teach you how to manage customer objections confidently. In three hours, master the operational techniques to convince and sell more effectively.
Objectives of training
- To understand the types of objections.
- To develop effective response strategies to objections.
- To use objections to convince and influence the purchase
Who is it for?
This programme is aimed at sales reps who want to build their skills in addressing objections through operational training.
The Soft Skills covered
Flexibility, communication, influence, service, adaptability, negotiation, results-oriented
Methods
Prerequisites: no specific prerequisites
Duration: 0.5 day – 3.5 hours
Length of access: to be defined together when the offer is validated
Teaching methods:
- Practice based
- Fun learning workshops to encourage learning and memorisation
- Permanent Stop&Go coaching
- Exercises in groups and sub-groups
- Application to real cases and situations the trainees have experienced
Programme
1
Understanding objections
The objections I hear most often
Objections or questions?
What is hiding behind an objection?
Fun learning exercises and training in each sequence
Role-playing in groups and sub-groups
2
Effective response strategies: accept, listen, address
Acknowledge the objection
Ask questions to understand the objection behind the client’s words
Answer the objections: use evidence to convince and influence the purchase
Fun learning exercises and training in each sequence
Role-playing in groups and sub-groups
3
Commitments and action plans
How will I use what I have learned in this programme in my daily life?
My personal action plan
DISC® training
Fun learning exercises and training in each sequence
Role-playing in groups and sub-groups
Post-training evaluation quiz
Post-training snack-content capsules to embed and memorise lessons through our MLS® app (to be established as required)
Download the training sheet for the three-hour workshop on “Responding effectively to customer objections”
All you need to combine commitment and impact is contained in our MLS® My Learning Store training programmes
Customisable programme
You can build your own training programme based on modules prepared by our training teams and soft skills experts.
Flexible methods
100% in-person? A mix of in-person and e-learning? The choice is yours depending on your needs and constraints
Short formats
Two days, one day, or half a day depending on the constraints of your agenda. Short learning modules which reflect trainees’ attention spans!
Interactive approach
Practice and discussion are at the heart of our training: quizzes, games, role-playing, and more.
Contextualisation
Our training sessions are PowerPoint® free zones! Lessons are communicated through real life situations the trainees face.
Impact
Trainees are engaged and their skills increase!
