OVERCOMING THE CLIENT'S REFUSAL AND FINALIZING AGREEMENTS «The sale begins when the customer says, “No.” » Elmer G. Leterman Home » Sales B2B – B2C – H2H » Overcoming the client’s refusal and finalizing agreements 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 EMOTIONSRegaining confidence and getting back on track DISCOVER WHAT IS NOT SAIDMastering the techniques of questioning ENHANCE COMPLICITYRevealing my intention to help PROVOKE WILLINGNESS AND CONCLUDEResolving 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