You are too expensive, can I have a discount?

[Selling f. E. <sal...@vi...>]

What if the customer says:
·          ·          ‘It’s too expensive’
·          ·          ‘We’re happy with our present supplier’
·          ·          ‘I want to think about it’
 
Can you handle these common objections?
By far the most efficient way to be more profitable is to turn more of the enquiries you receive into paid orders.  For this, the ability to resolve objections is critical - either you close or you lose the sale.
And if you answer ‘How much discount will you give me?’ with: ‘I’ll ask my boss’, you waste profit, which could be yours with a better reply.
 
 Closing Techniques Workshop
One day workshop
 
In only a day I will teach you techniques which overcome these objections and more. You will be able to use them immediately to win profitable orders.
 
There is no need to lose business to your competitors or give big discounts. 
 
Fee for this event is £300. 
 
Selling for Engineers
One-day Seminar
 
The Selling for Engineers seminar is a good introduction to effective sales principles for people who are new to selling, and also a useful refresher for ‘old hands’.  It applies to selling both technical products and intangible services.
 
Many Sales Engineers have been learning the technical skills of their job for years but have had little formal training in selling.  This course helps correct that imbalance.  
Typical job titles of delegates: Sales Engineer, Account Executive and Business Development Manager.
 
Fee for this event is £300.
 
 
 
Telephone Sales Prospecting for Engineers
One-day Workshop
This event is a practical workshop teaching people in technical companies how to find new customers on the phone.  It is applicable to business development for both tangible products and intangible services.  The first session addresses whom to target, what to say and how to handle problems.  The remainder of the day consists of live sales calls with coaching from Robert Seviour; the objective being to give delegates some positive experiences of prospecting, make sales appointments and maybe sell something!
 
Please note that this telephone sales prospecting event is restricted to a maximum of six delegates to permit individual coaching.
Fee for this event is £300.
 
 
 
 
 
 
If you have never had any formal sales training or need a refresher, don’t continue to work at a disadvantage. 
 
 
Reservations and information
Please contact Sue on: 
 
Tel:  +44(0)1481 720 294     Fax: +44(0)1481 720 317
 
If sales training is not an issue for your company please reply to this email with the word “DELETE” in the subject line.     We will remove your details promptly.