Handling Objections

salespeople
sales staff
inside sales
key account managers
field sales representatives

No!" - does not always mean no. Objections do not mean disinterest on the part of the customer, but quite the opposite, potential attention. In order to be able to recognize, decode and, in the best case, crack objections from the other party, this course presents the ten most frequent objection codes and how to react to them. The acknowledgement method, which consists of four stages - the acknowledgement phase, question phase, argumentation phase, and activation phase - has proven particularly effective here. The participants learn how to use this method safely.

• Distinguishing objections from pretexts
• Reading objections correctly
• Developing a reaction pattern for different objections
• Knowing the acknowledgement method and using it confidently to overcome objections
• Knowing how to Systematically record and deal with the objections that occur in everyday work

This course takes about 50 minutes.