Purpose

By the end of this negotiation module you will be able to:

• Distinguish between the different types of objections that can be raised by potential or existing customers during negotiations

• Feel less fearful when objections are raised against your own product or service

• View an objection as a positive display of interest on behalf of the customer

• Describe a variety of strategies for handling different types of objections.

Benefits

Feeling less fearful when objections are raised and having strategies with which to handle them can transform your approach to negotiating. Confidence breeds success.

Related Solutions

Audience

For sales managers wishing to develop their team, or for all those who find negotiation a required skill in the successful fulfilment of their job.

Learning method

Two part activity which is both reflective and offers theory. It provides you with practice in developing and delivering appropriate responses to different types of negotiation.

Time to Complete

Length

Pages

Participants

or + team

Price

(inc. VAT)