Overcoming obstacles to win: a lesson in handling objections

Duration 38 minutes: As a result of joining this event, you will understand the importance of objections, how they relate to trust, and how to confidently address concerns and build stronger relationships.

Credit CPDEx:1.0

Tag(s) English, Webinar, Level 3, Level 4, Level 5, Field Sales (territory or product focused), Inside Sales, Key Account Executive, Business / Sales Development, Sales Support / Pre-Sales, Sales Manager (first line), Sales Leader (second line +), Commercial and Financial Acumen, Finding & Qualifying Opportunities, Customer Experience, Personal Performance, L2B1, L2C2, L2C3, L2C4, L3C2, L3C6, L3L1, L4B4, L4C4, L4C6, L4C8, L5C3, L5C4

Description

Recommended audience

All sale professionals as this skill can improve professional and personal relationships

Type of audience

UK and International

Description

Learn to see objections as valuable opportunities, understand their connection to trust, and master the 5-step model to effectively uncover and address the real issues behind any objection.

Key takeaways

Understand the importance of objections: recognize how objections can be valuable in the communication process.
Comprehend the connection between handling objections effectively and trust.
Master the 5-step Model for handling objections: learn a structured approach to effectively address any and all objections and uncover the underlying concerns.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenter

Catherine Schalk L.ISP, Chief Thinking Officer, Inkwazi Kommunications

Catherine is a seasoned professional with over two decades of experience in the fast-paced world of hi-tech sales. With an unwavering passion for sales, she has been a driving force behind more than 3000 sales enablement initiatives throughout her career and helped sales leaders built multi-million-dollar pipelines. Catherine has presided over prestigious events like The Women in Sales Awards (2014-2023), The Women in Construction & Engineering Awards (2018-2019), Annual Customer Conferences, and Company Investment Launches.

Her journey in sales commenced in 1994 as a representative for Informix, South Africa, and has since taken her to industry giants like HP, CA Technologies, PeopleSoft, and Informatica. Today, Catherine spearheads her own comprehensive Sales Enablement Consultancy, collaborating with renowned companies such as VMware, Infoblox, Pagerduty, Showpad, Oracle, AVEVA, MYOB, NatWest, Royal Bank of Scotland, TCV, Ericsson, Clarivate, Discovery Health South Africa, and many others.

Catherine's commitment extends beyond sales, as evidenced by her involvement with charities like The Ubuntu Mission, Tearfund, World Vision, Umojo Community Projects, Amavinkivonko, and more. Her mission is to not only excel in sales but also to contribute to making the world a better place.