Managing objectionsA clear, easy to follow and well-structured training module which covers a range of tactics used to effectively overcome customer objections and keep the sale progressing.

Objections can be good news because it means the customer is listening; however you must know how to manage them. In this module you will learn how to recognise objections as Feasibility, Value and Price. Then using TLSA’s unique APAC model, you will learn how to answer each type of objection and progress the sale.

This title is for anyone in an account management, sales or communications role who needs to master the art of objection handling in order to build credibility and successfully progress the sale to a close.

The module includes a series of challenging personal and team exercises, which allow the participants to relate and apply the learning directly back to their business. The sessions provide the ideal environment for the coach to create role play opportunities to help the participants practise and refine their newly acquired skills amongst their peers. The unique business simulation (included with every Skill Accelerator title), is a new and interactive way to develop critical thinking skills and provide on the spot measurable results. This experiential learning medium is an extremely powerful way to learn and retain knowledge and skills.

Included In the box:

• Coaching guide

• Participant notes

• A clear and engaging PowerPoint presentation

• Unique and interactive business simulation (with instructions for use)

• Robust action planning process

• CD containing soft copies of all the files

An example of a scorecard showing personalised results from the learning

An example of a multiple choice question

Managing objections is one title in the TLSA International Skill Accelerator ® range.

For information on the full range of titles and how they can benefit your business call our Customer Support Team on 0845 600 1556, contact us at sales@tlsa.co.uk or visit www.tlsa.co.uk

QuIck suMMary

ModuleManaging Objections

A module that shows participants how to apply a winning approach to managing objections.

Objectives This module is designed to help participants to achieve three objectives:

1. Define what ‘objections’ are in the sales cycle

2. Understand how to deal with different types of objection

3. Plan and test practical solutions

Content• Defining objections: the gap between needs and capability

• Recognising three different types of objection

• Understanding the ‘price’ objection

• Handling objections using the APAC model

• Pre-empting objections to create benefits