#05 FIA – Frågor, Invändningar, Avslut

Welcome to the third part of Sales Support's training modules on sales presentation. As you know, the purpose of a well-functioning and effective sales presentation is to support sales, ie to help you reach a conclusion more often than you would have done without it.

Module 1	FIA – Question Technology, Objection Handling & Termination
Unit 1	FIA - Tools for better sales results
Unit 2	FIA – Turning No to Yes
Unit 3	Questioning Techniques – Information, Understanding & Influence
Unit 4	Open questions - The value of listening
Unit 5	Open questions - Some examples
Unit 6	Direct Questions – When you need specific answers
Unit 7	Direct questions - Some examples
Unit 8	Leading questions
Unit 9	Guiding questions – Some examples
Unit 10	Question Technique – Summary
Unit 11	Objection handling - What is it?
Unit 12	Objections - Some examples
Unit 13	Objections - How to best deal with them
Unit 14	Objections - Develop your ability
Unit 15	Exit - What is it?
Unit 16	End - When do we go to End?
Unit 17	Closing - Pay attention to buy signals!
Unit 18	Exit – You can go to Exit multiple times
Unit 19	End - Some examples
Unit 20	Conclusion - Some valuable tips
Unit 21	FIA – Theory & practice