Negotiation: Mastering The Art Of Objection Handling (Advanced)

3 sessions | Coming soon
3 sessions | Starting on Jul 20, 2021
Sales

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What is a Uhubs Sprint?

If you want a deeper understanding of the Sales, Marketing and Personal Growth topics covered in our Uhubs Masterclasses, then a Uhubs Sprint is for you.

Uhubs Sprints bring you in-depth, structured content that allows you to rapidly upskill in an area in a matter of weeks. These remote sessions don’t beat around the bush. They boost your knowledge, giving you the hands on skills and job-ready resources you need to thrive in your industry.

The goal of Uhubs Sprints is to package up the years of experience from our experts, and hand them to you in a succinct program. You’ll be learning from the best in business - from experts who have been there, done that and are now ready to share their key takeaways.

These Sprints are made for individuals who are ready to get stuck into a topic, and want to walk away with a solid practical understanding of that area. Upon completing a Sprint, you’ll confidently be able to implement your skills in the real world, giving you a serious edge in a short space of time.

Broaden your skills, develop your understanding, and step into your zone of genius.

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About this Sprint

Refine Your Negotiation Skills Through Live Practical Sessions

No sales process ever runs completely smoothly. Along the way, customer doubts can creep in which cause a break in the natural flow of the sale. Even when you know that your product or service solves their problem, an objection can stifle the sales process and leave you flustered.

The thing is, you can learn all the techniques, listen to every tip out there, but at the end of the day, evening, night...skills are mastered through practice. This sprint was created to provide a safe environment to not only learn how to overcome every objection thrown at you, but to also experiment with the new learnings along fellow salespeople. Take it as your own playground to hone your skills through various challenging sales situations and guidance from one of our best experts!

*This is an advanced sprint that follows the Objection Handling: Biases, Empathy & Connection one. However, even if you haven't attended the previous one, you will have access to the recordings before the sprint starts, to absorb the learnings and then test them out in our one hour live pillars!

Earn CPD accreditation when you complete this Sprint.

What you'll be able to do

Understand how to maneuver around the backfire effect
Learn to deploy empathy to disarm your prospects in various contexts
Use the LAER Technique and overcome objection challenges

Session breakdown

Session 1 – The Backfire Effect

The backfire effect is important to understand, since it affects both your ability to change other people’s opinion, as well as your ability to process information rationally yourself. In this sprint, you will get to practice how to use the backfire effect to overcome cognitive bias.

Session Learning Objectives:

  1. How to identify cognitive bias during different negotiations
  2. Overcoming your own biases
  3. Master the skill of changing someone's mind

Session 2 – Tactical Empathy: From Overcoming to Understanding

While many believe that negotiation is a battle, successful negotiation is more of a collaboration rooted in empathy. During the second pillar, you'll learn how to deploy empathy to disarm your prospects.

Session Learning Objectives:

  1. Practicing validating your client's objections in the right context and at the right time.
  2. Use mirroring and labeling to get challenging prospects invested in your solution.

Session 3 – LAER Technique - overcoming challenges

The final pillar will focus on honing your skills in using the LAER Technique to overcome difficult negotiations.

Session 4 –

Who is this Sprint for?

Angelic Account Execs

Develop your skills in sessions that have been specifically designed to help you generate pipeline and close more deals.

The Scintillating SDRs

Ready to level-up? Invest in yourself and take your development into your own hands.

The Sales Reps

Struggling to stand-out from the crowd? Differentiate your pitch and get ahead of the pack.

Meet the Experts

Lawrence Wayne O'Connor
Sales Enablement Coach. SaaS Engine. Apple (former)
View profile

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