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Handling Objections, Negotiating and Closing Sales

Categories: Sales & Marketing
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About Course

Respond to concerns without pressure, prepare negotiation boundaries, calculate the effect of concessions and close accurate agreements. Fictional scenarios develop questioning, package design, ethical judgement and handover discipline.

What Will You Learn?

  • LO01: Diagnose an objection and respond with evidence or an appropriate no-sale outcome.
  • LO02: Prepare interests, alternatives, boundaries and issue packages.
  • LO03: Calculate concessions and negotiate within authority.
  • LO04: Handle pressure and seek an informed close.
  • LO05: Confirm consistent terms and hand over an accurate agreement.

Course Content

Understand and respond
Diagnose the concern and answer with relevant evidence.

  • 01. Diagnose the concern before responding
  • 02. Respond with acknowledgement and evidence

Prepare the negotiation
Clarify interests, alternatives and negotiable issues.

Trade responsibly
Calculate concession effects and use conditional exchanges.

Handle pressure and close
Protect decision quality and seek informed agreement.

Confirm and integrate
Reconcile final terms and practise a complete negotiation.

Assessment

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