Managing Buyer Objections and Gaining Commitment through a Professional Close - Professional Selling Skills Series
Course Number: Seminar
Course Code: Virtual Seminar
One of the barriers to great sales success is not handling objections, followed by failing to close. 64% of salespeople fail to ask for the business. That’s a number that’s replicated in survey after survey of salespeople. It follows, if that many salespeople aren’t asking for the business, then the percentage of salespeople not handling objections must be incredibly high, because you hear objections when you ask for the business. In this capstone presentation of our certificate program, we will explore:
- The link between objections and successful closes
- Is it a stall or is it an objection?
- Ask the right questions
- Listen, answer, prove
- Effective digital and in-person professional close
- Handling the signing
Audience: Frontline salespeople -- such as branch managers, wealth managers, commercial lenders, mortgage and consumer lenders, and business development officers -- will find the strategies, techniques, and tools discussed will have a tremendous impact on sales growth.