Research shows that very few customers ever buy without raising a number of objections.  This audio learning programme provides key information, methods and techniques for successfully working with prospects to overcome their resistance to buying.    Interestingly, the same objections come up again and again irrespective of the business you are in, or the product or solution you are selling.       “That's not in our budget...”     “I haven’t got the time ...”     “Come back in eight weeks...” Every salesperson hears objections like these throughout their working lives which is why the Successful Objection Handling programme also incorporates the top 30 customer objections, a bonus CD which provides guideline answers to the most common customer objections which can be easily adapted for use in any business.
---------------------------------------------------------------------------- Who will benefit from the training programme ? ----------------------------------------------------------------------------   Combining a blend of structured, professionally produced audio content, a supporting e-learning CD and carry-everywhere cue-card (so you can refer back to key-points just when you need to) this audio learning programme is designed to help sales people and sales managers in all industries close business by working with their prospective customers to understand and effectively overcome their objections. ------------------------------------------------------------------------------------------ The Successful Objection Handling programme includes: ------------------------------------------------------------------------------------------   Through 12 separate modules, the Successful Objection Handling audio learning programme outlines and explains the methods and techniques which salespeople can use to understand their customers and increase revenues. The programme covers the following concepts and topics:
	Module 1   Introduction and definitions of objections           - sales as an art-form           - sales as a science           - objection handling as both art and science           - the sales process           - the purpose of objections           - the advantages of objections           - how to welcome objections           - the 7 categories of objection   Module 2   Developing the qualities for successful objection handling           - developing the 10 qualities           - getting the customer on side           - developing trust           - methods and techniques for displaying                     personal integrity / respect / patience / empathy /                     fairness / flexibility / responsibility / stamina /                     self-discipline and a sense of humour Module 3   The ten golden-rules of objection handling           - 10 golden rules to improve your ability to                     successfully overcome objections Module 4   The process for handling objections           - 5 phases of objection handling                     - how to be different from all other salespeople                     - how to get the customer on side                     - how to get to what's really on the customer's mind           - an objection handling technique that works everywhere           - dealing with misconceptions           - dealing with real drawbacks to your solution           - dealing with real complaints           - closing out after the objection   Module 5   The Big 3 Objections           - "I don't have time"           - "please just send me information"           - "let me think it over" Module 6   Objections based on Time           - guideline responses:               - “I haven't got time"               - "Come back in eight weeks' time"               - "Let me think it over" Module 7   Objections based on Information           - guideline responses:               - "Send me something – I’ll come back to you" Module 8   Objections based on the Competition           - guideline responses to the following objections:               - "I don’t know your company"               - "Your competitors need to earn a living too"               - "Your solution is inadequate"               - "We already have a supplier in that area"               - "We're actually reducing the number of our suppliers"               - "We don’t want a single supplier"               - "I’m satisfied with my present supplier”               - "We buy from one of our customers"               - "We have a local supplier"               - "We buy from a business colleague"               - "We’re in good hands"               - "Your competitor’s product is better"               - "The competition is cheaper"               - "Your company is too small." Module 9   Objections based on Money           - guideline responses to the following objections:               - "You’re too expensive."               - "That’s too much money at the moment."               - "That’s too much for that sort of product.”               - "I don’t agree with your selling price.”               - "My budget doesn’t allow this.”               - "My budget is quite tight – give me a discount.”               - "I insist on a quantity discount” Module 10   Objections based on Relevance           - guideline responses to the following objections:               - “We really don’t need your services”               - "We’re happy with what we’ve got" Module 11   Objections based on Authority           - guideline responses to the following objections:               - “I have to speak with the manager”               - “We couldn’t get approval" Module 12   Objections based on Disruption           - guideline responses:               - “It’s against Company Policy”
-------------------------------------------------- The audio programme Includes: ---------------------------------------------------
	A total of six CDs   Successful Objection Handling audio learning programme   Audio learning programme Introductory Tips & Tricks CD   Just-in-time Successful Objection Handling cue-card   Successful Objection Handling  e-learning CD-ROM
Studio-produced audio learning content
	A powerful set of audio CDs, created and structured by some of the UK’s leading specialists in their fields provide essential information, tips, methods and techniques for building real-world skills. The modular approach allows you to “dip in and out” of the materials and increase retention by learning just a little bit at a time. Careful production then ensures that you can pick-up from where you left off at any given time just by going back to the beginning of any track.
Supporting CD-ROM
	It’s well known that you can only develop skills in the real-world by taking what you’ve learned and applying it. The supporting CD-ROM which comes with each programme ensures that you always practice the right things. User-friendly on-screen materials allow you to revisit key information whenever it’s convenient to do so, ensuring that you build skills using information which is fresh, rather than based on information you only vaguely remember from a training course you attended months/years ago.
Just-in-time cue-cards
	It’s said that practice makes perfect but this is only so if you practice the right things. As a carry-everywhere information-resource, your personal cue-card fits neatly into a pocket to serve as a constant reminder of the methods and techniques you’ll have covered in the learning programme. Cue cards help you build reliable skills that achieve results in the real-world because they help you focus on doing the right things - just at the right moment.   Click here to order this programme   Click here for your FREE product information pack £295+vat
Programme Code: SA-OBJ-SP.

About Journey Learning

Journey Learning is the UK's leading consultancy for the development and production of audio content for training and communication purposes.

Benefits of Audio Learning

When compared with traditional training methods, audio learning enables organisations to generate real return on investment since costs are lower, employee downtime is almost non-existent, time availability for training is rarely an issue and the retention of information is significantly higher, while training is repeatable, consistent and available exactly when needed