ProSkill Site Map   |   Contact Us   |   Security & Privacy Home Our Courses Totally Bespoke Training Inclusive Consultancy Inclusive Resources About Us Selling Skills - Getting Agreement Booking this course If you would like to talk to us about running a Selling Skills course, please contact us: Tel:  + 44 (0)1789 734343 or email us at admin@proskill.co.uk ‘Aggressive’ closing is increasingly unsuccessful, and yet we must get an agreement and handle objections. The answer lies in advanced professional methods. Overview Closing and objection handling are probably the aspects most discussed when considering the sales process and skills of the salesforce. Much research has been conducted into this area. Poor skills result in the ‘Aggressive Salesperson’ stereotype. There is increasing resistance to poor closing and objection handling. This stimulating course builds on skills and allows participants to develop a personal style that encompasses the latest psychological approaches. Who Should Attend All new and existing salespeople. Duration 1 Day Selling Skills (Getting Agreement) - Course Objectives Participants will learn: learn to understand the underlying causes of objections and therefore target techniques on the causes not just the symptoms learn how to develop a ‘seamless’ approach to closing also develop a personal style and choice of words that match the situations they experience learn a simple, easy to remember, easy to use sequence select and develop appropriate sequences that match their common objections and situations learn how to handle questions early in the meeting learn how to avoid being seen as ‘pushy’ or ‘aggressive.’ Selling Skills (Getting Agreement) - Course Outline What Stops Agreement? Patent and Latent causes of objections and reservations Types of vocalised objection An objection or a request to negotiate? Seeking Agreement Closing as a logical process Different forms of closing question Developing closes to match ‘participants’ style and situations Pre-handling objections Overcoming Objections Common errors in handling objections, and how to avoid them The L.A.I.D.-Back® process of overcoming objections and reservations (Listen, Acknowledge, Interpret, Deal with it: Assurance, Arc, Add, Accept, Ask: BACK to the persuasive process) Developing different objection handling sequences to match the situations and style of the participants   © ProSkill 2003-07 For more information please contact us on + 44 (0)1789 734343 Totally Bespoke Training >> Our Courses >> Customer Care >> Management >> Personal Effectiveness >> Sales   Advanced Selling Skills   Behaviour Management (Sales)   Business Management (Sales)   Creative Selling Skills   Demonstration Skills   Difficult People & Situations   Displacement Selling   Key Account Relationship   Key Opportunity - Management   Key Opportunity- Review   Negotiation Skill Training   Sales Behaviour Versatility & Transactional Analysis   Sales Presentations   Selling Skills   Getting Agreement   Indirect Selling   Presenting Benefits   Proposition Development   Prospecting   Sales Awareness   Sales Proposals   Sales Call   Sales Call & Enquiry   Sales Questioning   Telephone Selling