Successful Objection Handling in Sales Conversations

This workshop is designed for ESA BIC Hessen founders who would like to strengthen their ability to handle objections effectively and professionally in sales conversations. Through a structured combination of theoretical input and practical exercises, participants will develop strategies to address objections with confidence, build constructive customer relationships, and maintain a clear and composed sales process.

Workshop Content (Overview)

• Introduction of participants and expectation management
• Alternating theory and practice on the following topics:
  • Causes of objections
  • Differentiation between genuine objections and pretexts
  • Identifying the customer’s buying motives
  • Responding to common objections
  • Building rapport with the customer
  • Maintaining confidence and composure throughout the sales process
• Feedback from both participants and the instructor after each exercise

Please note: The workshop is only open to ESA BIC Hessen incubatees and alumni.