There is no doubt that the hardest job that a sales professional has is overcoming objections and closing the sale. In this program, Fern Bratten uses humor, great examples, and concrete tools to close the sale. Fern opens with a motivational message about the customer - and how we should be grateful that customer has come to us. You’ll learn how to address common objections like, "I can’t afford it," or "I don’t like it." Moreover, you will learn specific strategies to close the sale and turn customers into clients for life.
KEY LEARNING POINTS
- Use "The Wizard of Oz" to help bring Heart, Brains and Courage to the job of selling
- Learn strategies to overcome the most common objections
- Understand the five strategies for closing a sale
- Have fun with the customer - and learn about winning customers for life
Bratten saves the best for last in the third video. The Big Finish program includes the most popular SALES; topic, overcoming objections. She addresses common objectives such as "I can’t afford it" or "I don’t like it." Again, Bratten presents the information with a fun storytelling style, using a Wizard of Oz metaphor.
Fern Bratten is engaging and successful in expressing the sales principles in a memorable style. The program is a worthwhile investment if your department needs refresher training or pep meeting material. It doesn’t work as well if you need specific skill practice tools because sales concepts are introduced but not fully demonstrated.
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