OBJECTIVES
Know the techniques of treatment of objections
PUBLIC
Customer manager, commercial assistant (s), sales representative responsible for the follow-up and development of a customer portfolio
PROGRAM
Discover the origins of the objection
The different phases of the objection in a negotiation situation
The different types of objections
To face objections
Differentiate an objection, a customer's mark of interest
Identify the difficulty levels of the objection
Measure the merits of the objection
Respond to objections
Work responsiveness and respond with ease
Deal with the objection using words that reassure
Establish a directory of objections
Grant the right to objection
Recognize each other's point of view with "assertiveness"
Bounce back on a conflict situation
EDUCATIONAL TOOLS
Presentations
Role play - Practical cases
Good to know
DURATION
1 day
Organizer
Reval
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