In complex sales, it’s vital to understand your client’s professional background. The business and strategy of the company he or she works for, how he or she fits into the organisational hierarchy, his or her potential as a decision-maker, other key but invisible players, the decision process… all these aspects must be known in detail to avoid making your way blindly forward with sometimes painfully disappointing end results. Practical tools and techniques are provided as part of this course.
On completion of this course you will be able to understand:
- How to apply various techniques to deal with objections
- How to adapt their response to different objections
- What the most efficient ways of introducing an argument are
- What situation questions are
- How to use situation questions most effectively
Online course duration: 4-Hours
CPD Points: 4