Join Chris Croft for an in-depth discussion in this video Handling objections, part of Management: Top Tips.
- If you've established…exactly what it is the customer is looking for,…and if you've showed them…that what you're offering gives them exactly that benefit…you will expect them just to buy it…but often at this point…there's an objection of some sort.…It might be price, it might be you're not locally based,…it could be anything…and it might be an objection…that you hadn't thought about…and maybe the customer hadn't thought about.…But the main thing when you get an objection…is to establish whether it's real or not.…Now, what I mean by that…is that is it the customer's real objection…or are they just putting up a little smoke screen objection…and hiding their real one?…And also, is it a real problem,…a genuine problem…or it it something you can easily help them with?…So, for example, if they're saying…well, you're not locally based,…that might not be a problem,…you may have some local person…who could look after them, who lives in the area,…so it really may not be a problem…and you can easily handle that.…
But we need to find out before we start trying to handle it…
- Being assertive
- Taking responsibility for mistakes
- Giving and receiving criticism
- Time management
- Project management
- Holding effective meetings
- Giving presentations
Skill Level Intermediate
1. Leveraging Assertiveness
2. Time Management for Managers
3. Project Management
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