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Turning Obstacles into Opportunities


Overview/Description
Target Audience
Expected Duration
Lesson Objectives
Course Number



Overview/Description
Objections, resistance, and questions can seem to halt the momentum of a sales meeting, but these obstacles are, in fact, buying signals that provide opportunities for forwarding the conversation. This Challenge Series exercise explores how to cope with sales roadblocks and help meet customers' needs. The learner plays the role of a sales representative for a network security software company.

Target Audience
Experienced sales professionals who wish to improve their ability to cope with resistance in the sales process

Expected Duration (hours)
0.2

Lesson Objectives

Turning Obstacles into Opportunities

  • Objective Text
  • Course Number:
    _pc_ch_sach005