Sincere “need” resistance is one of the greatest challenges that face a sales person. Unless the client can be shown there is a need, it is not possible to sell a solution for that need.
Today, both the sales person and the client are likely to negotiate problems from a position of strength.
This course helps to develop the participant’s ability to overcome objections through some simple, well tried and proven techniques that help customers to buy, rather than the sales person to sell.
Once again, good questioning and listening skills are paramount.