Negotiation & Objection Handling

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  • Why negotiation occurs in the sales process
  • Importance of trade variables and how they work
  • Techniques to support you in handling objections
  • Reasons why you receive objections
  • Practical questioning techniques

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Additional Modules

Account Maximisation

  • Risk assessment and account opportunities
  • Factors to impact on your ‘brickwalling’ activity
  • Develop relationships with key clients
  • Defining account maximisation action plans
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Effective Candidate Generation & Management

  • Post offer management of candidates
  • Candidate generating
  • Headhunting new candidates
  • Candidate networking skills
  • Referrals and references
  • Effective questioning techniques
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Effective Client Visits

  • Creating confidence in client visits
  • Improve/maintain success rates
  • Client retention strategy
  • Client account strategy
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Effective Communication & Impact

  • Communication skills
  • Importance of non-verbal and verbal communication
  • Effective communication in a business setting
  • Attitude and impact
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