Overcoming Objections and more role-plays
Induction Training -> Module 7 (Day 2)
Course Outline
This module looks at the most common objections that delegates can expect to come up against from clients, and the various questions that can be asked to overcome those objections. It will cover “fob-offs” and also genuine objections, and the probing questions that will enable you to identify a need and then match the appropriate solution.
This will be followed by a full review of the PSMCC structure, and use live role-plays to give delegates practise of overcoming objections.
Course Aim
To provide delegates with the confidence to be able to sell the appropriate product to the appropriate client effectively and professionally
Course Objectives
By the end of the session you will be able to:
- Identify appropriate questions to enable you to thoroughly probe objections
- Identify the difference between genuine objections and “fob-offs”
- Overcome fob offs and objections and gain the clients commitment
Click here to go to the next module 'The Client Visit' or click here to go back to the main list of modules.
