This course is intended for the Sales teams, Solutions Specialists, and for those involved in the Service Select or Subscription renewals process.
The course will take a look at how we define different categories of objections, with examples that come up here at Vectorworks. We’ll explore why Objections come up, and the opportunity they offer us. We’ll look at how to explore the issue, and the techniques we can use to uncover the reasons behind the objection. We’ll then move on to reframing techniques we can use to help the customer or prospect see things differently.
Finally, we’ll bring together the different categories of objections with the different techniques with some Vectorworks-specific examples, presented by our guest speaker, Adrian Slatter.
- Manager: Tamsin Slatter