Price : $ 49.00   

Who should complete the Employee Course
New and experienced:

• sales representatives
• account managers
• sales consultants
• sales managers

Purpose of Employee Course
Sellers often fail to take full advantage of a positive comment from a buyer. Buyer Reactions outlines the steps – acknowledge, expand, probe - to leverage a favorable buyer reaction, and it makes recommendations for eliciting feedback from buyers who are low reactors. In addition, this course gives five steps for handling objections raised by buyers - listen, rephrase, test, isolate, and answer – and outlines the methods for handling different types of objections, including doubt, misunderstanding, disadvantage, and price.

Key aspects covered:

• Supporting the Buyer
• Low Reactors
• Steps in Handling Objections
• Managing Objections

Objectives
Learners will know the steps involved in supporting a favorable reaction and the guidelines for dealing with low reactors. They will also be able to list the steps in handling objections and to manage objections using a five-step approach.

When should you use this Employee Course
Improving objection handling