Selling has changed. Customers no longer allow themselves to be manipulated into buying just a product. Salespeople must now be consultants, partners and counselors to their customers. To succeed, salespeople must take a logical approach and they must earn the right to advance to the next stage of the process. Salespeople should focus on building value in the eyes of the customer and selling service and relationship as opposed to product or commodity. In this workshop, participants will learn the sequential steps of a proven process and spend time addressing how best to Handle Customers’ Objections. No sale takes place without objections. While experienced sales professionals may prevent many objections, it is a fact of selling that objections will occur and that often benefits the salesperson. In this workshop, participants will work through a four-step process to successfully respond to customers objections.
• Understand the six stages of the Selling Process
• Identify core selling skills
• Develop working framework to successfully respond to customer objections
• Shorten selling cycle
• Increase confidence and professionalism
Instructor: Robin Larkin is a principal at Performance Management Associates in Naples. Prior to joining PMA in 1997, Robin worked in sales and management for both non-profit and Fortune 100 organizations. PMA’s mission is to help organizations get results—identify and meet business needs and exceed business goals—through developing their greatest resource: people. PMA has been in business since 1992 and has offices in Naples, Florida; Boston, Massachusetts; Minneapolis, Minnesota; and Providence, Rhode Island.