Fundamentals of Handling Sales Objections
by Kim Macasaet
KEY BENEFITS TO THE PARTICIPANTS
Participants will:
Enhance Sales Skills: Gain invaluable insights into the psychology behind objections and learn advanced techniques for effectively handling them. This can dramatically improve your confidence and competence in sales situations.
Boosted Career Prospects: Mastering objection handling can lead to better sales performance, increased commissions, and potential career advancements within your company or in the wider sales industry.
Professional Development: Receive a certificate of completion that can be added to your professional portfolio, showcasing your commitment to ongoing learning and excellence in your field.
KEY BENEFITS TO THE COMPANY
The Company will:
Increased Sales Efficiency: Employees equipped with effective objection handling skills can close deals faster and more efficiently, boosting the company's overall sales performance.
Enhanced Customer Satisfaction: Skilled sales representatives can better address customer concerns and objections, leading to higher satisfaction rates and stronger customer relationships.
Competitive Advantage: A team proficient in overcoming sales objections can outperform competitors, securing more deals and enhancing the company's market position.
Return on Investment: The practical skills learned in the webinar are directly applicable to daily sales activities, offering immediate benefits and quick return on the investment in employee training.
Definition of Sales Objections
The Psychology Behind Customer Objections
The Science of Resistance
Understanding Rejection
The Most Common Sales Objections
The Four Common Objections Encountered in Deals
Understand the Customer's Roles, KPIs, and Pain Points
The D.U.V.A in Handling Customer Objections
Power Questions: Effective Probing Techniques
Advanced Techniques and Frameworks for Overcoming Objections
Strategic Levers for Winning Over Clients
Sales Professionals: Whether you're new to the field or looking to sharpen your skills, this webinar is ideal for anyone involved in sales who directly engages with customers.
Sales Managers: Enhance your coaching skills and equip your team with advanced techniques by learning alongside them or gaining insights to pass on.
Customer Relations Personnel: Anyone involved in addressing customer concerns and securing satisfaction will benefit from advanced objection handling skills.
Business Owners and Entrepreneurs: If you're directly involved in selling products or services, these skills are crucial for overcoming barriers to sales and growing your business.
KIM MACASAET
Kim is a dynamic professional adept at balancing roles across entrepreneurship, corporate leadership, and education. As the COO and Head Field Coach at Field Partners Inc., part of the Mansmith Training Group, he specializes in mentoring and training a diverse team of field coaches, while developing and delivering comprehensive sales training programs and executive coaching for various industries including Healthcare, Construction, FMCG, and Manufacturing.
Beyond his corporate commitments, Kim is a successful entrepreneur, having founded a construction company, a pet hotel, and a chain of chicken-pork rotisserie retail stores, demonstrating his versatile business acumen. He also dedicates himself to shaping future minds as an adjunct professor in Business and Marketing at De La Salle University - Dasmariñas. Kim’s academic foundation includes an MBA from the Ateneo Graduate School of Business (Regis Program) and an executive program at the Singapore Institute of Management, equipping him with a robust blend of theoretical knowledge and practical expertise.