Closing Every Sale and Handling Difficult Objections – June 2018
- Cape Town – 15 June
- Durban – 13 June
- Johannesburg – 14 June
The close is the most important part of the sale. If you don’t close you are working for your opposition. So why is it that so many sales people fail to close the sale? When asked this question in a recent survey sales people said the following:
• “I don’t want to be pushy.”
• “I don’t think the customer has the money.”
• “I think he might say NO.”
• “I prefer to let the customer make up his own mind.”
• “I wasn’t talking to the decision maker.”
• “If he wants it, he’ll tell me.”
Any of these sound familiar?
Sales people the world over seem to be able to find hundreds of reasons why they should not ask for the sale but if they don’t ask they will probable not get the “yes” they are hoping for.
There is, in fact, only one reason why sales people don’t ask for the sale and that is “fear of rejection”. We don’t like the word “NO”.
Learning how to close the sale is the most important part of any sales person’s skill set but so few sales people really know how to ask without seeming to be pushy and increasing the chances of getting the “YES” answer we are looking for.
Just when you think the sale is going nicely, the customer raises an issue you haven’t covered, that seems to block the possibility of making the sale. That’s an objection. There are as many different objections as there are products but a few of them are as follows:
• “I’m going to think about it.”
• “It’s too expensive.”
• “I need to ask my boss.”
• “I haven’t got the budget for it.”
• “But I don’t want a blue kettle.”
• “I have been doing business with your competitors for 5 years.”
• “The trouble with computers is that as soon as you buy one, it’s out of date.”
• “The problem with your system is that it just doesn’t work.”
• “Not today thank you.”
• “I don’t need a new television.”
• “I don’t believe your figures.”
• “I just don’t want one.”
• “I can get it cheaper elsewhere.”
• “I tried your company and the service was poor.”
• “I’ll have to sleep on it.”
• “The other board members don’t agree.”
• “I have a friend in the business.”
Objections are not sale breakers – they are sale makers if handled properly and in this session we will explore all the objections you get and how to handle them.
In this Power Series Business Breakfast we will explore how to close the sale in a way that is most effective and handle all those difficult objections.
Time: 8.00 for 8.30 – 11.30 am
Price: R695 + VAT or book a table for 6 for R3,500 + VAT
Venues and dates:
Gauteng, Randburg – Sierra Hotel, Randburg – 14 June
KZN, Durban North – Gateway Hotel, Umhlanga – 13 June
Western Cape, Tokai – Catharina’s at Steenberg Estate – 15 June
To book, please Register here.