Different methodes in how to handle Objections


Delivery Type: Classroom
Sales Team Role Focus: Neutral for Sales, Presales, Consultants, Executives
Solution Focus: Generic for all solutions: SAP Business All-in-One, SAP Business One, SAP Business User
Short Description: Why do prospects raise objections to sales representatives? In this session we will introduce the objection handling process and different objection handling methods. After the discussion of the psychology behind the objection we will make someexercises to give good answers for the SAP objections.

Key Points:

  • The sales objection
  • The psychology behind the objection
  • The objection handling process
  • Answer the SAP objections
Learning Objectives:
  • The objection as a challenge – be prepared
  • Learn the psychology of the objection
    Prejudice
    Objection
  • Know the objection handling techniques
  • The objection handling process
  • Techniques in detail
  • Be abel to give good answers to the classical SAP objections
  • Objection handling framework
Business Impact / Benefits:
  • Shorter sales cycle
  • Increase your win rate
Didactical Method: Lecture, practical application of assets in exercise with short role play, discussion, see good examples by movies
Enablement Level: 2

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