Objectives

If you are like most sales professionals, you are always looking for ways to overcome customer objections and close the sale. This one day workshop will help you plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections you encounter, and improve your chances at closing the sale.

Benefits

• Identify the steps you can take to build your credibility
• Identify the objections that you encounter most frequently
• Develop appropriate responses when prospective buyers ask tricky questions
• Learn ways to disarm objections with proven rebuttals that get the sale back on track
• Learn how to recognize when a prospect is ready to buy
• Discuss how working with your sales team can help you succeed

Outline

• Building credibility
• Your competition
• Critical communication skills
• Observation skills
• Handling customer complaints
• Overcoming objections
• Handling objections (including general and specific response strategies)
• Pricing issues
• How can teamwork help me?
• Buying signals
• Closing the sale

Facilitator Profile

Leonard is a passionate facilitator and trainer with more than 12 years of experience in developing impactful training workshops for a wide range of audiences, including working professionals from all over the world, young people, as well as children with special needs. He specializes in providing indoor and outdoor experiential learning, Train-the-Trainer workshops and Facilitator Coaching.

He has accumulated a wide range of management portfolios and human capital development experience in different industries and is therefore able to interact and connect with different audiences. With his sincere, humorous and approachable style of training facilitation, Leonard has garnered consistently excellent feedback.

Leonard has conducted training around the Asia Pacific region for many clients, including Fortune 500 companies. Some organizations which he has facilitated training for are: Coca-Cola, Pfizer, Price Waterhouse Coopers, DBS, OCBC, Citibank, MAS, Munich Re, NUS, SingTel, CPF, CNB, Singapore Power, Transitlink, LKY School of Policy, Linde Gas and many others.

Leonard studied English Language, English Literature and Sociology at the National University of Singapore. He holds a Masters in Applied Linguistics from the National University of Singapore and the Regional English Language Centre, specializing in oral proficiency, including effective presentation techniques. He has conducted international workshops on speaking good English and effective presentation skills.

Leonard holds a Postgraduate Diploma in Human Resource Development and Department Management, specializing in Organizational Development and Change Management.

Leonard is a firm believer of continuous learning and that one has to constantly unlearn, learn and relearn in order to maximise one’s potential.