Getting to The Truth (Uncovering and Defusing Objections) – presented by Keith Rosen
When talking with someone, did you ever get the feeling that they were not being 100 percent honest and upfront with you? Instead of confronting a potential customer about this innate concern, salespeople often take what the prospect says and try to do their best to work around it, even though they know that the prospect isn’t telling them something.
Whether it’s during your first conversation with a prospect or throughout your selling cycle, many salespeople feel they don’t have an approach that would help in extracting the truth – the real truth, objection or concern – from a prospect. If you and your prospect established the desire and need for your product or service and you can’t seem to move the sales process forward, even when they continue to say “yes” to you, there is a strong chance that there’s something else the prospect isn’t telling you.
Here’s a little known secret that the top salespeople are aware of. They never have to “close” or “overcome objections” again. If you’ve ever felt like you have to force a sale or you’re not comfortable with the closing process and overcoming objections, here’s your opportunity to develop a unique perspective and approach to handling objections so that you never have to worry about sounding like you are “selling” (as in pushing) a prospect. You can accomplish this in a simple conversation that does not threaten your integrity by sounding too “pushy.”
Description:
The fact is, salespeople don’t overcome objections, prospects do. The only person who can truly overcome an objection is the prospect. Instead of feeling as if you have to overcome every objection a prospect throws at you, create a new opening without having to close. Top salespeople actually listen the sale out of the prospect by asking the right questions. Selling is therefore the art of asking questions, listening openly and intentionally, and gaining information; not giving it.
This provides you with the edge over your competitors, enabling you to align your selling approach with the buyer’s preferred buying strategy and communication style, instead of having to push or rely on generic selling and closing strategies that have lost their effectiveness in today’s rapidly changing marketplace.
During this content rich workshop, Keith Rosen will show you how you can:
- Shorten your selling cycle by creating urgency and letting your customers do the selling for you.
- Stop reacting to objections and start preventing them before they become a threat to your selling efforts.
- Uncover and defuse the real objection rather than wasting your time trying to handle smokescreens.
- Create new and creative solutions you would never have noticed otherwise that propel your sale forward.
- Respond to objections or what the prospect says with a question to uncover the real reason that is preventing or stalling the sale, rather than a statement that defends your position and creates an adversarial posture between you and your prospect.
- Develop a unique competitive edge, since every other salesperson calling on your prospects are saying the same thing!
There are no ‘do-overs’ when it comes to selling. Salespeople can’t afford to ‘practice’ on their prospects. After all, it’s hard enough to connect with them. When you finally do, you want to be fully prepared and as effective as possible on the phone. Here’s your opportunity to discover how to fine tune your current approach or build a new one from the ground up to ensure maximum impact during each conversation the first time around.
About Your Trainer:
Keith Rosen, MCC is the President of Profit Builders, LLC has been endorsed by companies and organizations worldwide as one of their favorite success coaches.
He is the author of “Time Management for Sales Professionals.” His latest book, “The Complete Idiot’s Guide to Cold Calling,” has already been endorsed by leadership guru Dr. Ken Blanchard, author of “The One Minute Manager,” as well as Brian Tracy, author of “Advanced Selling Strategies” and one of the world’s leading authorities on personal and business success.
Keith is one of the first out of only a handful of trainers and consultants who has earned the distinguished Master Certified Coach designation and most important, walks his talk.
He provides sales and leadership coaching that inspires you to move from intention and into action so that you can master your time, boost your sales and income, and achieve bigger, more rewarding goals without the steep and costly learning curve.
As a pioneer in the coaching profession, Keith has been featured dozens of times in the media. Among other publications, Keith’s articles can be found in Selling Power, Opportunity World and Small Business News. He has appeared in feature stories in Inc. magazine, Sales and Marketing Management, The New York Post, The Washington Times, Long Island Business News, National Underwriter and Security Sales.
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