Business Travel: Overcoming Objections

SalesBoost
Training overview
English
Next start date: Inquire for more information - United States of America
On-site / Company-specific

Course description

Business Travel: Overcoming Objections

Overcoming Objections will allow you to set yourself apart from your competition, while allowing you to determine how serious the customer is. Objections do not always mean “no”. They are opportunities to keep the customer saying “yes”. The key to success is learning to love objections!

When you are faced with an objection, follow these five steps:

  • Listen- be present, engaged, and “in the moment”. Resist distractions and be prepared. Wait 3 seconds before responding and avoid making assumptions. Reconfirm and check for understanding. Take notes. Watch body language and verbal cues over the phone. Keep them talking, it’s not about you. It’s all about the customer.
  • Acknowledge- empathize by showing that you were listening and understand. Avoid agreeing with the customer’s objection. Do not sound defensive or argumentative. It’s not personal!
  • Clarify- ask questions to ensure you understand the objection. Let the customer know you are working to understand their need. Rephrase your understanding of the objection.
  • Presenting solutions- let the customer know that you have a solution or recommendation. Support your solution using benefit statements based upon the situation. Agree to get back to the customer, letting them know you understand and have made notes and will continue to go through all items to gain a clear understanding of all possible objections versus trying to solve one at a time.
  • Confirm- close on the objection by verifying the customer’s agreement. If obstacles remain, continue to listen, clarify, acknowledge, present solutions, and confirm.

Objections are going to happen. Following these key steps will help you overcome objections effectively.

A good best practice is to do your research and be proactive by addressing any concerns or objections before the client even brings them up. This will give you an advantage and will show the customer the value you have for their business.

Keep in mind that when a client raises an objection, he or she is presenting you with a gift - an opportunity to build a stronger relationship and to advance the business to a close.

Training Content

  • Handle customer objections effectively and professionally
  • Formulate and use Objection-Solution-Benefit Statements to successfully overcome customer objections
  • Uncover hidden objections
  • Anticipate and prevent customer objections before they occur

About SalesBoost

SalesBoost

SalesBoost

SalesBoost’s revolutionary training and development program for hospitality that will boost your team’s confidence, performance, and yes, results. Rocket past your goals. Send morale soaring. All while spending less time and budget doing it. SalesBoost is the only technology in...


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SalesBoost

5345 Towne Square Drive, Suite 145
75024 Plano Texas

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