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  • Anticipating objections before they arise

  • Adopting a question-led approach that avoids an oppositional dynamic

  • Recognising and understanding different objection categories including conditional, factual and emotional

  • Moving the conversation from price to value and neutralising buying gambits

  • Using stories to answer complex objections

  • Dealing with smokescreen and hidden objections

  • Closing strategies that can be used at all stages in the process

“We had a very successful session, with all of those who attended saying they found it rewarding. More importantly, the teams are using the techniques and are winning more business because of it.”

Chris Newman, Product Manager, CACI