Recommended audience

Level 3 sales learners, EPN members, early sales professionals

Type of audience

UK and International

Description

Part of the Level 3 Learning Series – Understanding why objections arise and how to handle objections calmly and expertly.

Many salespeople find that the closing part of the sales process can raise objections from the customer. This can be unnerving for even an experienced salesperson. But we forget that we too have been a customer at some point and have raised objections with salespeople ourselves.

This video explains how to use our personal experiences as a customer and a process called VAR (validate, ask, repropose) when a customer raises an objection and how we can resolve it.

Key takeaways

• Understanding the nature objections
• How to relate to our buyers
• How to use VAR (validate, ask, repropose) to handle objections calmly and expertly

CPD Points

CPD Points: 0.5