“The sales start when the client says 'No' for the first time!” – this sentence best describes the philosophy permeating the training. A skill to manage situations where a seller faces objections and rejections by client is a skill that makes a difference between success and failure – especially under the current market conditions, indicating a high level of satiation in target client and their almost reflexive rejection of any sales communication.

Causes of objections and rejections – a prerequisite for successful management of these challenging situations is knowing the causes that have led to objection and rejection in the first place. “A sales monologue, lack of trust, satiation...” – are terms the participants will learn well and parallel them with their sales practice.

Types of objections and rejections – participants will learn how to differentiate objections, as well as how to handle each listed type.

Analysis of the most common objections and rejections – participants discuss and analyze the most common objections and rejections they meet, identifying their causes and type.

Rebuilding trust – at the moment of rejection or objection, the trust between the salesman and the client is broken. Therefore, the key task of the salesman is to rebuild that trust and participants will learn how to do that for the purpose of efficient communication.

Diagnostics in handling objections and rejections – these diagnostics are an extension of the sales diagnostics and are used in questions as the key tool for analyzing spoken content. Participants will learn how to use targeted questions to reach the root of an objection/rejection, as well as to identify the cause and type of objection.

Creating a scenario in processing the most common objections and rejections – using the knowledge acquired through the training, participants work upon reactions and behavior in the most common situations on the field concerning objections and rejections.