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Sälj – Hantera invändningar

CHART Learning Solutions
Kort om utbildningen
1 dag
4 995 SEK exkl. moms
Nästa tillfälle: Utbildningen startar första tisdagen varje månad - Distans
Sista ansökan: 1 week before
Onlineutbildning
   
Distans
Engelska

Kursbeskrivning

Resolve Concerns in Sales

1. The Psychology of Objections and Concerns
Understand the definition of selling and objections, know the origins of objections, dispel four common myths of objections, manage the “Three D’s” of objections--doubt, disruption and decisions, understand the role of values in selling, and implement five psychological strategies for resolving concerns.

2. Preventing Objections and Concerns
Distinguish objections from conditions for not buying, understand the secret to preventing objections, apply three ways to anticipate and plan for objections, and know when to “fold” or cut your losses.

3. Steps for Handling Objections and Concerns
Understand the role of Value-Drivers in making a sale, apply the top 10 reasons why people buy, know do’s and don’ts of handling objections, apply five steps to handling concerns, and apply your knowledge in a real-world resolving concerns scenario.

4. Resolving Objections and Concerns Scripts
Apply a new twist on the classic Feel, Felt, Found technique for regaining control of the conversation, and implement multiple scripted responses to seven common objections.


5. Resolving Concerns in Larger Sales
Describe the difference between resolving concerns in smaller and larger sales, understand the nature of risk and change with the diffusion of innovation--change, apply four strategic elements in diffusion, understand criteria affecting the adoption of innovation, reduce decision-making time, understand how consequences and risk affect the sale, apply three objectives for resolving concerns, apply the “Cycle of Price Consequences” to understand concerns, implement five strategies for dealing with stalls and delays, apply strategies for dealing with Red Flag Factors that prevent a sale, and implement four rules for resolving concerns in major accounts.

Målgrupp

Designed for sales representatives, IT professionals, and support staff.

Investering

Price: 4995 SEK excl. VAT

Intresseanmälan

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CHART Learning Solutions

CHART Learning Solutions

Vi erbjuder marknadens främsta eLearning utbildningar med certifiering inom Ledarskap, Försäljning, Kundservice och Team-building! Vi erbjuder individuell eller gruppcoaching på våra program.

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Kontaktuppgifter

CHART Learning Solutions

Helsingborg

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