How to Turn Buying Objections Into Selling Opportunities

"It was absolutely the best money we have ever spent. The return compared to the value gained far outweighed the investment. In the first forty weeks this year, we surpassed our total revenue from last year. We are experiencing the greatest profits in our history as a result of the principles and teamwork developed."–Vice President, Contract Carrier Company

If you're tired of being put on the defensive by objections like these you should attend How to Turn Buying Objections Into Selling Opportunities. This new one-day seminar from Dale Carnegie Training - the world's leader in sales training - will help you actually use objections as catalysts to move the selling process to "yes, I want to buy."

The most unusual objection I've ever heard occurred when I called a prospect at 1:30 in the afternoon. He said - and I quote - "I'm too full of lunch to talk right now" and then he hung up. I was glad he did because I was totally unprepared for that comment.

In most cases objections are not off the wall like that one. They fall into several well-defined categories. Understanding the categories and being prepared to handle them make the difference between hitting a stonewall and moving toward the sale.

How to Turn Buying Objections Into Selling Opportunities is a new one-day seminar from Dale Carnegie Training that will show you how to overcome objections effectively. You'll begin by learning how to use a proven questioning technique to determine if the objection you're hearing is the real one. This is a critical step since prospects will often mask their real issues with "brush off" objections.

Next you'll learn to cushion the objection, clarify it and search for additional hidden objections. Once you have the real objections on the table you'll learn to use the reverse and explain, explain, educate, evidence or provide value justification methods to overcome the problem. You'll see how to match the method to the category of objection to insure that you move successfully toward the sale.

Finally, you'll learn and practice a series of trial closes that are proven to shift the prospect from maybe to yes. Many sales people react emotionally, defensively or negatively when they hear objections. Their reactions turn the prospect off and ruin the chance to get a sale and build a relationship. Now you can learn to break that self-destructive reaction cycle. Register today for How to Turn Buying Objections into Sales Opportunities. Put yourself on the road to turning objections into stepping-stones to sales success.

Learn How To

• Distinguish between real objections and "brush-off objections"
• Use clarifying questions to understand the objection completely
• Listen effectively to uncover additional, hidden objections
• Use Dale Carnegie's proven human relations tools to handle emotional objections
• Script responses to the 4 categories of objections
• Use "cushions" to start the discussion of the issue without creating an adversarial situation
• Overcome price objections with "reverse and explain"
• Employ 7 forms of evidence when skepticism is the problem
• Compete with a prospect's current supplier using the "educate" method
• Use 10 proven strategies to get past gatekeeper objections
• Beat the "delay" tactic with the "value justification" method
• Ask evaluative questions to make sure you've overcome the problem
• Choose the trial close that's right for the situation
• Use trial closes to gain incremental commitments
• Ask for the order - and get it

Who Should Attend
Sales people who want to move from defense to offence when confronted with buying objections.

Format
How to Turn Buying Objections Into Selling Opportunities is a one-day seminar running from 9:00 a.m. to 5:00 p.m.

PDF of full course description

Schedule:

Legal Information|Copyright