Handling Objections and Closing the Sale
20 July 2021
08:45 for 09:00 to 11:00
Only R395 ($25) per delegate per session
R2.100 ($125) for 6 delegates from the same company
How to Close and Manage those Difficult Objections
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 salespeople fail to close the sale?
When asked this question in a recent survey, salespeople 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?
Salespeople 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 probably not get the ‘yes’ they are hoping for.
There is, in fact, only one reason why salespeople 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 salespeople really know how to ask without seeming to be pushy and increasing the chances of getting the ‘Yes’ answer we are looking for. In this session, we will discuss the issues and come up with some great solutions to help you and your team close many more sales.
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 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 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 Online Seminar we will explore how to close the sale in a way that is most effective and handle all those difficult objections.
These live online sessions are fun and entertaining while at the same time they are full of techniques your sales team can use to grow your business. Each week we look at a different set of skills to see more customers, manage client meetings successfully and close more sales.
These two hour sessions will be held every Tuesday from 09:00 SA Time (GMT +2) for 10 weeks. This is a full three day sales training course at a fraction of the cost. The ten week program will rotate so week 1 starts again after week 10. Your team can start at any time and still complete the ten sessions
To find out more or to register online click on any of the sessions above
About the Presenter – Richard Mulvey
Richard Mulvey is one of South Africa’s leading Sales Speakers and Trainers and over the last 25 years has inspired more than 200,000 business people throughout three continents. Richard’s corporate life includes a rise in the ranks to Sales Director for an international company in a service industry
After spending a couple of years traveling the world Richard was enticed back to corporate life before setting up on his own. In addition to a successful corporate career Richard has also worked for the Queen in Buckingham Palace, written and marketed a multi-restaurant accounting package called “Trade Inn”, traveled overland from London to South Africa and back again and recently climbed Kilimanjaro to raise R70,000 for Reach for a Dream.
Richard is the author of 21 Motivational Business Books and 55 Training DVDs. He is a Past President of the Professional Speaker’s Association of Southern Africa (2008-9 & 2016-17) and a member of the Global Speakers Federation. Richard was recently inducted into the Southern African Speaker Hall of Fame and this year was awarded the Founders Award, the highest award for a speaker or trainer in Southern Africa
The Power Series Online can be viewed on any device anywhere in the world
Some of the companies that have already benefited from the virtual training by Richard Mulvey this year
Only R395 ($25) per delegate per session
R2100 ($125) for 6 people from the same company