No!" - does not always mean no. Objections do not mean disinterest on the part of the customer, but quite the opposite, potential attention. In order to be able to recognize, decode and, in the best case, crack objections from the other party, this course presents the ten most frequent objection codes and how to react to them. The acknowledgement method, which consists of four stages - the acknowledgement phase, question phase, argumentation phase, and activation phase - has proven particularly effective here. The participants learn how to use this method safely.
Salespeople; field sales representatives; sales staff; inside sales; key account managers
Distinguishing objections from pretexts
reading objections correctly
developing a reaction pattern for different objections
knowing the acknowledgement method and using it confidently to overcome objections
knowing how to systematically record and deal with the objections that occur in everyday work