THINK DIFFERENTLY. SEE THINGS DIFFERENTLY. DO THINGS DIFFERENTLY.

Superior Handling of Selling Obstacles

Why allow a precious sales opportunity, a valuable account or customer to be lost simply because of outdated, ineffective selling obstacle handling methods?

  • Replace outdated methods that cause more harm than good!
  • Understand each nature and type of obstacle.
  • Learn personality-appropriate handling options for each type of obstacle.
  • Integrate your obstacle handling into a smooth systematic-client-centric process for even better results!

*The EXCLUSIVE and PROPRIETARY FRAMEWORK and METHODS have been developed by Mansmith and Fielders, the leader in sales and marketing training, coaching and consulting, culled from what really works and proven effective in multiple selling settings (business-to-business, business-to-consumer, selling to and thru distribution channels, selling at retail point and any other face-to-face selling in almost every industry) for as long as human psychology is involved in buying and not some robotic digital algorithm.

First of all your sales people will be guided to unlearn obsolete and inefficient methods like the “Yes, ______, but ________” that wreaks of massive failure (almost 1 in every 2and still rising) in these times when the new generation of decision makers seek less sugar-coated answers and none of the frivolous puffery of yester decades. Your salespeople will be asked to surrender their traditional shot gun approach that exacts more collateral damage than success to be replaced by a more precise sniper rifle that does the job accurately with little or no harm to relationship and salesperson’s credibility.

Secondly, they will learn that not all obstacles are objections! By becoming more acquainted with the different types of obstacles, where incidentally, only 3 of 9 are objection-types, your sales people can have a more precise and effective handling of each kind of obstacle. They will learn to diagnose what is in front of them and thereafter apply the appropriate handling method guided by a client-centric mother process.

By having so, even your less charming salesperson equipped with this skill can replicate success based on a more scientific approach to influencing human behavior.

Key Benefits for Participants
Each participant will:

  • gain knowledge of obstacle handlingframeworks and processes rooted in buyer-psychology
  • understand each of thedifferent types of obstacles
  • acquire skill seed implants particularly in the determining the nature of the obstacle and also in handling such with precision
  • be able to immediately apply framework, process and skill implants in the skill drill laboratory
  • earn confidence points that multiplies individual effectiveness

Key benefits for the company

The company will gain:

  • increase in sales transaction closing ratio
  • minimization of lost revenue opportunities
  • (executed well) does not erode the company’s negotiation stance should it come to that
  • better customer satisfaction and loyalty at a profit
  • financial advantages from a more effective and efficient sales handling of customers
  • (when the other non-sales team members also attend) higher level of interdepartmental understanding, cooperation and support for one another

Program Concept            

NOT ALL OBSTACLES ARE OBJECTIONS! NOT ALL PRICING QUESTIONS ARE OBJECTIONS!

The seminar helps participants distinguish between the different types of obstacles. Only in so doing, will they be able to handle each effectively. By anchoring on selling science frameworks and principles as well as using a logic-based client-centric handling process, supplemented by real-cases in easier-to-understand-and-retain story format, participants gain a systematic and clear approach to addressing selling obstacles. Combine a visual framework-matrix of the critical knowledge being passed on followed thru with skill drills on both obstacle diagnosis and handling, learning effectiveness is supercharged and made enjoyable at the same time.

Program Overview 

Preliminary Part: Anchoring on Solid Foundation-Where Selling ObstaclesCome From

  • Exploring the ‘Null Action Zone’
  • Retracing steps to the source of obstacles- failed execution of the selling equation
  • Complication Avoidance: Compounding the mistake  with new ones that will mutate the problem to a much bigger one

Part 1A: Skill # 1 Diagnosing the Nature and Type of the Obstacle

  • Uses a matrix-guide for visual ease
  • Allows the participant to differentiate each type of obstacle

Part 1B: Skill Drills for Diagnosing the Nature and Type of the Obstacle

Part 2A Skill # 2Handling Each Type of Obstacle

  • Uses a matrix-guide for visual ease
  • Provides personality-oriented options of handling each type of obstacle
  • Allows the participant to understand how to use each type of method

 Part 2B: Skill Drills for Handling Each Type of Obstacle

Part 3A Skill # 3Integrated Obstacle Handling Process

  • Anchors on buyer psychology
  • Provides a mother process that integrates the entire obstacle handling method into a smooth system, with a client centric-logical sequence of steps as a valuable guide

Part 3B: Skill Drills for theIntegrated Obstacle Handling Process

Learning Summary and Skill Development Tips

Seminar Methodology

Utilizes the following:

  • Interactive Lectures
  • Real Stories (Sales Cases)
  • Buddy drills
  • Class-observed and critiqued Role Plays
  • Game-contests
  • Matrix-tool Guide Familiarization
  • Class Discussions

Case examples from the following products / industries may be cited:

  • Advertising
  • Automotive
  • Agriculture
  • Banking
  • Construction
  • Consumer Durables
  • Direct Selling
  • Distribution
  • Energy
  • Events Marketing
  • Fast Moving Consumer Goods (Food & Beverage, Personal Care, Cosmetics)
  • Forwarding
  • Insurance
  • Media
  • Network Marketing
  • Pharmaceuticals
  • Professional Services
  • Technology
  • Telecom

Case examples of the following scenarios shall be discussed:

  • Why ‘Yes, but’ is a ‘has been’.
  • Why price questions are not all objections
  • Where obstacles come from
  • For each nature and type of obstacle
  • For every handling method of each nature and type of obstacle
  • How the integrated process works

Who should attend:  This course should be required for every sales person, young or old, inexperienced or a veteran still who are still using traditional objection-handling methods. Failure to update their methods is too much of a risk and far more expensive in terms of lost business opportunities for any company to bear. The seminar provides the frontline veteran an unlearning, learning and relearning opportunity to evolve directionally away from career extinction. On the other hand, the course provides the sales neophyte, a powerful head start against reinvented selling veterans and hotshot novices.  This is also recommended to personnel who need to sell their proposals and ideas within their companies or conglomerates and to win management, team or peer approvals.

About the Speaker
ROWEN UNTIVERO
Partner and Chief Sales Strategist, Mansmith and Fielders, Inc.

Former country manager of Alcatel, former general manager for provincial  operations of Smart, former professor of the Ateneo de Manila University, rose from the ranks of different companies (P&G, Tupperware, Pocketbell)

All programs can be done in-house and customized to fit the training needs of your company. We also have more courses exclusive for in-house seminars. For more details please call Alice Torres at (02)584-8989 / 0917-6271888 / 0918-81-168-88. You may also email  info@connectingmavens.net