Tackle Client Objections

With this course designed for those who have moved beyond the beginner level, you will be able to overcome the obvious objections and get at the true business concerns that cause the customer to hesitate. Rather than relying on gut feelings, you will be using a structured approach to answer objections with a sense of strategy and consistency. Objections are not obstacles; they are actually guides to the true issues at play. By asking the right questions and identifying the true causes of objections, you will be able to develop a unique advantage in any negotiation. You will also be working on the creation of an objection resolution matrix, the tool you need to link objections with personalized and trust building responses. You are required to have basic negotiation experience, familiarity with client-facing sales conversations, and comfort asking probing questions. It is a way for you to apply the knowledge you acquire directly into the real world

• Overcome visible objections and identify true concerns
• Apply a structured approach to objection handling
• Develop competitive advantage via root cause analysis
• Create objection resolution matrices with personalized responses
• Implement skills in client negotiations

• Basic negotiation experience
• Familiarity with client sales conversations
• Comfort in asking probing questions