There are so many ideas being brought to the seminar by a top commercial dispenser, that we want to include in the next QED workshop an additional session to give all participants the benefit of the experience in the room. On the middle (Wednesday) evening there will be a session on Objection Handling and using COSI with SPIN to excavate the emotional side of the clients needs.
We will be asking you to list all the objections you have ever heard and then we'll look at whether they are statements or real objections. We will look at ways of dealing with these objections in a subconscious way identifying client needs and wants as well as the role of additional tools like the word test, warble box and tuning fork.
We currently plan to run this session from around 5:45 for a couple of hours.
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