Systematic Handling of Selling Obstacles
By Rowen Untivero
Systematic Handling of Selling Obstacles by Rowen Untivero
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 Obstacles Come 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 will mutate the problem to a much bigger one.
Key Topics
- Uses a matrix-guide for visual ease
- Allow the participant to differentiate 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
- Anchors on buyer psychology
- Provides a mother process that integrated the entire obstacle handling method into a smooth system, with a client centric-logical sequence of steps as a valuable guide
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
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
Key Benefits for Participants
Each participant will:
gain knowledge of obstacle handling frameworks and processes rooted in buyer-psychology
understand each of the different 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 from Companies
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
Schedule
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.
Methodology
Interactive Lectures
Real Stories (Sales Cases)
Buddy drills
Class-observed and critiqued Role Plays
Game-contests
Matrix-tool Guide Familiarization
Class Discussions
Rowen Untivero
Partner and Chief Sales Strategist
A veteran of Training, Coaching and Consulting for a quarter of a century and with almost 3 decades of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing as well as management in general via his original framework, processes and tools.
He has contributed much science to business as the pioneering developer of the world’s first mathematics of negotiation, the strategic nego-mapping methodology, reading and projecting verbals and tones, systematic account development strategies, tools in a business-to-business setting, sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more.
He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.
He graduated Cum Laude at the University of the Philippines, Diliman, with a bachelor’s degree in BS Economics,; supplemented by MBA studies in De La Salle University, an Executive Education Program on Strategic Business Leadership from the University of Chicago Booth School of Business-Illinois, USA.
He was Country Manager for Alcatel Mobile Phones, before moving to entrepreneurship.