Products

When objections crop up, great salespeople bat them right back. All you need is a good swing.

“Objection your honour!” In sales, some people seem to channel their inner barrister, throwing up objections every time you think you’re making progress. One step forwards, two steps back. It’s easy to get frustrated, decide they’re a time waster and give up. 

But like the persistent defence who keeps going, digging deeper and trying every avenue to understand the prosecution’s motives, overcoming objections is about finding the opportunities to add value. They do exist, we just need to know which questions to ask.

This Live action is a chance to practise overcoming objections and finding the clues which let you change tact.

Example scenarios

A long and drawn out sale seems under threat when your customer’s boss raises concerns about your reliability and the fact that you’re more expensive than a competitor. How can you convince them to focus on value for money rather than price?

Your customer has been ‘weighing up their options’ for some time now and they’re still not quite ready to commit. You need to find out what’s holding them back and how you can get them moving.