Overcoming objections is a complex topic. It’s not just about memorizing clever answers or tricky phrases, because even a simple “I want to think about it” comment from a customer can mean many different things, depending on where you are in the selling cycle, depending on your presentation and numerous other factors.

At the conclusion of this session, participants will be able to:

• Understand the difference between stalls and objections.
• Develop a list of common stalls.
• Handle stalls with a specific questioning strategy.
• Develop a list of common objections.
• Handle objections with a specific questioning strategy.
• Develop the ability to persevere through objections.

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