Objections, Negotiation and Closing
– Why are you charging higher when your competitors is cheaper by 10%? Why should I switch to you when your competitor is giving 60 days term and you are just giving 30 days term? If you match your competitor’s price, we can do a deal.
– How do you tackle the most common objections and negotiation situations? Whether it’s a need objection like ‘I don’t see a reason to change’, or a urgency objection ‘we have to get the secure the new raw material first before deciding’ or a authority objection like ‘we need regional office to approve this’ – we will train your sales team with the value selling techniques called PPSC. Using this differentiation model, many sales people have killed most objections to move their sales forward.
– In a corporate sales environment, there are always multiple stakeholders from different departments and different titles involved. Each have their own needs and pain, how do you close the sale when finance head is focusing on cost reduction when your solutions is more expensive?