OVERCOMING THE CLIENT'S REFUSAL AND FINALIZING AGREEMENTS

«The sale begins when the customer says, “No.” »

Elmer G. Leterman

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Responding to objections - concluding the sale

The program includes the following topics:

• Accepting that the case is not (yet) in the pocket
• Rebuilding trust
• Understanding the need behind the refusal
• Digging into the client's intention
• Adding value to my offer
• Isolating the disadvantage and solving it
• Keeping my promise

My learning outcomes

MANAGE EMOTIONS

Regaining confidence and getting back on track

DISCOVER WHAT IS NOT SAID

Mastering the techniques of questioning

ENHANCE COMPLICITY

Revealing my intention to help

PROVOKE WILLINGNESS AND CONCLUDE

Resolving objections and creating mutual commitment

What’s in it for me?

• Extending tough conversations
• Satisfying my customer
• Concluding faster

Timing

4 interactive sessions of 2 hours to master the learning results

*Type of coaching: online and / or face-to-face

Optional

4 personalized coaching sessions of 2 hours on the handling of objections