You will be familiar with hearing the same excuses as to why a sales opportunity cannot be converted. Business today wastes significant management time and resource, not to mention profit margin in the final stages of the sales cycle. Research has proven that there is a direct correlation between the ability to proactively manage client resistance and secure profitable business.
This intensive module focuses on the core skills necessary to differentiate between genuine client resistance and bottom line deal breakers.
Key Deliverables / Outcomes
- Identify your most common reasons for clients to resist
- Understand how and why resistance occurs
- A proven and robust framework to address genuine resistance and minimise the time spent on areas that cannot be overcome
Summary Agenda
- Facts and Figures on Resistance - Most resistance is based on misunderstanding, fear, or hidden agendas
- Most common areas of resistance - When and why they occur using the models above
- How to categorise resistance into 4 different underlying motivators
- The Longley LIPAC technique for handling resistance
- The Role of Body Language in difficult or resistant clients - learning how to read sincere or insincere objections by understanding body language clusters
- The 4 most successful Closing Techniques
- Dealing with Difficult Clients
Every delegate who attends a Longley Academy Programme will be given the opportunity to practice and perfect the skills covered, enabling them to become more successful in less time.
Related Links
» Advanced Sales Techniques
» Building Client Value
» Closing & Handling Objections
» Compelling Presentations
» Effective Time Management
» Enhanced Face to Face Selling Skills
» Powerful Negotiations
» Selling for non sales people
» Strategic Account Management
» Successful Networking
» Telephone Skills - Contact Call Centre
» Telephone Skills - Winning the Appointment
» Trade Show and Showroom Etiquette
» Winning Bids
» Writing Proposals
