Dealing with difficult objections
Seminar objectives
The participants
- analyze, differentiate and understand the background of difficult communication problems
- will be able to respond suitably to arguments against your company
- recognize and win over customers having a negative frame of mind
- will be able to positively formulate advantages
- will be aware of the effect of their points of discussion
Contents
- Decision motive
- Recognizing motives
- Meet the customer's motives
- Motive-oriented discussion and argument
- The process of convincing
- Adaptation to the customer's behaviour
- Improve discussion atmosphere and customer relations
- The island of the other one
- Pacing - Rapport - Leading
Methods
- Lectures
- Group work
- Role-play
- Feedback
Organisation
- Target Groups
- Service technichian
- Service staff
- Duration
- 1 day
Description of the seminar "Dealing with difficult objections" as PDF-Download 
