Rachele Soliera > Eventi > Handling Objections – To understand the “why” and to test the “how”

Handling Objections – To understand the “why” and to test the “how”

Posizione

on line

Data e ora

18 Febbraio 2021 - 19 Febbraio 2021 09:00 AM - 04:00 PM

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Dealing with an objection is a core part of a salesperson’s everyday life. But if you think this topic doesn’t concern yourself too, you’re wrong!

All of us in our life, consciously or unconsciously, spend time handling objections.

The objection is an argument proposed to respond to the claim of a counterpart.

Whether it is about timing, logistics, organization, or budget concerns, customers can often find a reason to push back on what you’re offering. Despite this being frustrating, objections are an opportunity for you to establish and cement credibility with them.

But for this to happen, before starting dealing, you need to step back and understand why objections arise, what is behind the request, what you can do to answer in the right way to your customer.

The goal of this powerful workshop is not only to explore these questions but to go over and make visible the impact of your decisions and actions on the customer relationship system you built.

Some details

This is a remote workshop of 5 ½ hrs, dedicated to LSP facilitators and LSP expert users, at a very super special launch price.

To ensure everyone a full and meaningful experience, each session will be attended by a maximum of 5 people

It will be in English and you can choose one of these dates

  • Thursday 18th Feb or Friday 19th Feb.
    • 9:00AM – 4:00PM CET (lunch break 12:30PM – 2:00PM)

What you will do

  • You will work on one of your customers, better if a difficult one
  • You will put yourself in its shoes to better understand its needs
  • With the eyes of the customer, you will build your external professional identity.
  • You will explore the objections, known and potential, it can move to push back your offer
  • You will choose the possible actions you will take to handle them
  • You will play in a safe space the impact of your decisions on the entire system (Play decision).

How we will do it

You will use Lego® Serious Play® to go deeper, unlocking your knowledge, your thoughts, your emotions, your skills; a powerful tool to make visible the invisible and concrete the intangible.

What you will take home

  • Understanding what an objection is and how to handle it
  • Test a real case of your choice, and a solution that can be immediately implemented
  • The application of Lego® Serious Play® on a different topic
  • A great moment of sharing and mutual inspiration

What you need to participate

  • Almost 200 assorted Lego® bricks. Ideally, a set that matches a starter kit (plus additional mini figures) or 5 window explorer bags
  • A large base (38×38) or 2 medium bases (32×32) where you will place the models
  • A dozen flags
  • Pen and Post-it
  • Sufficient space to build
  • A good and stable connection
  • Work on a PC and, if possible, an additional device with a camera (tablet or a “mute” smartphone😊) useful to show and share the models
  • No virtual background would distort images

Fees

The workshop Full Price is €450, but for these first sessions, reserved for LSP facilitators, I will apply a very super launch price

– Early Bird €69 applicable up to 5 days before the chosen date

– Full Special Price €109

 Refund Policy. In exceptional cases, it is possible to request a refund of the ticket, excluding commissions, up to 7 days before its start

 

To reserve your spot go to Eventbrite http://bit.ly/2XUdG49

but do it fast. There are only 5 seats for each session

 

References about the workshop

Michaela Danciu “What a wonderful and well-spend time we had together at the beginning of the year👌 It was sooo engaging and so useful for all of us👏 Thanks, Rachele, for taking the time to put the workshop together and for having us on board as your #GuineaPigs😉, to playtest your design and be more aware of our challenges while trying to seal a deal🙏 Congrats, Matthias, for the close today👏 What more can a facilitator and a participant wish for, after a well-done handling objections workshop?!🤗”

Laetitia Ramberti: “It was an amazing workshop. Almost 4 hours of deep conversations for handling objections. Rachele Soliera you facilitated it with professionalism and passion, and lead us towards the goal! Well done. I was in the #flow all the time (which is a great achievement for a remote session) and was honored to be one of the #guineaPig together with my #LEGOSERIOUSPLAY friends ❤️. Thanks again for the opportunity to be part of!!”

Matthias Renner: “Thank you Rachele Soliera for this wonderful experience! It is always incredible what you get out of it, when there is a well designed #LSP hashtag#workshop in combination with a great facilitator. You can twist it and turn it however you want: The basic requirement on the part of the participants is always to dare to solve problems through play. Or like Per Kristiansen would say: “Are you mature enough to play?”

 

Dealing with an objection is a core part of a salesperson’s everyday life. But if you think this topic doesn’t concern yourself too, you’re wrong! All of us in our life, consciously or unconsciously, spend time handling objections. The objection is an argument proposed to respond to the claim of a counterpart. Whether it is…

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