Essential Level Series

E-012 - Introduction to Managing Objections

Introduction

Many salespeople fall victim to the common misconception
that they can wing an answer to any customer objection.
In the marketplace, this approach has been proven counter
productive countless times.

After you have completed the pre-seminar assignment, this
course in managing objections is presented in 4 parts:

1. Overview and Introduction

2. Crafting Responses

3. Steps to Minimize Objections

4. A Directed Simulated SellingSM Experience

Objectives

Upon completion of this introduction, you will be able to—

1. Understand how managing objections is similar to
playing tennis.

2. Describe three reasons why salespeople don’t close
effectively.

3. Describe basic principles for managing objections.

4. Understand why customers raise objections.

5. Be able to identify the principles for managing
objections.

Who Should Attend

Salespeople, sales managers, Realtors^®, marketing managers, assistants and design center personnel.