The seven best ways to deal with objections
Featured in the Selling through Customer Service training manual
By Tony Gillen
Category: Sales Skills
Credit price: 4 download credits (Single user)
This training activity is a mix of whole group work, syndicate discussions and role-play. It can stand alone but it is also a direct follow-on from ‘When customers object’. This training activity deals with: seeing objections for what they are; and dealing with objections in such a way that the issue is dealt with effectively, the sale stays on track, and the customer/seller relationship stays positive.
Begin the training activity by explaining it purpose and process. If you previously used ‘When customers object’, you could refer back to it. Remind the group of some of the objections they raised in ‘When customers object’. (If you did not use ‘When customers object’ with this group you can introduce the session by asking for common objections their customers raise.) You might ask participants to describe the techniques they use now or have seen salespeople use when they (the participants) have been customers. Each of the seven techniques are explored, understood and practised so that participants can use them effectively. Each objection-handling technique is dealt with separately. You can lead the whole session as a single unit or lead a separate, short session for each technique.
Who is it for: This training activity is intended for use by trainers to help participants see objections for what they are, and dealing with them so that the sale stays on track and the relationship stays intact.
| Resource Type: | Activity |
| Min Group Size: | 6 |
| Max Group Size: | 12 |
| Typical Duration: | 04:35:00 |
| No of Pages: | 30 |
Resources: View standard resources for Fenman training activities
Purpose: This training activity is intended for use by trainers with inexperienced sales people who must learn how to handle objections successfully. You can also use it with experienced people who either need a thorough review of objection-handling or who want to focus on, for example, making a forthcoming sales campaign really successful, the launch of a new product or service, and so on, so they can explore ways to handle specific objections.
Download the training activity, The seven best ways to deal with objections as featured in the Fenman training manual; Selling through Customer Service