Managing Objections and Negotiations

This course can help you better prepare for objections and obstacles that can often stall sales deals, grow your skills as a negotiator, improve your closing techniques and help you maximize additional sales opportunities to grow your accounts.

This course is for you if you're a:

• Key Account Manager
• Business Development Representative
• Business Owner/Entrepreneur
• Territory Manager
• Sales Manager
• Certified Sales Professional (CSP) candidate
• Sales professional looking to improve performance.

A minimum of 4 years of sales experience is recommended.

After completing this course, you will be able to:

• Develop and follow through on a detailed negotiation plan, including team negotiation strategies
• Maintain client commitments throughout the entirety of the sales process by reinforcing UVP and ROI of product/service offerings
• Determine root cause of objections and develop strategies to properly address them 
• Upsell and cross sell additional services to further address client needs 
• Properly identify internal organizational gaps and fill with external partners 
• Strategically select the best approach to ensure closing of sale for each client and solutions
• Develop and utilize personal systems to follow-up with clients, deepen relationships, and grow business. 

Upon completion of this 10-hour program, learners will receive a certificate of completion from CPSA. The program is aligned to meet partial educational requirements for the Certified Sales Professional (CSP) designation offered by the CPSA Institute.