How Do You Overcome Customer Objections? - A Growth Wheel Workshop Series
The Sale Begins When the Customer Says No!
“No!” is the response from a customer or prospect that strikes fear in the hearts of most salespeople. Experienced sales professionals will tell you, it’s not, “NO”, it’s only “Not Yet!” In reality, The Sale Begins When the Customer Says No! A “No” gives salespeople the opportunity to demonstrate their talent! By anticipating the customer’s objections, you can prepare counter-arguments and feel stronger in the sales situation.
Selling is about helping the customer solve a problem. As part of the selling process, your goal is to Inform, Educate and Empower your customer to make the best decision. The real selling starts when the customer says “No!”, because that means you haven’t given them enough information to make a decision. In this program, you will learn about some of the common reasons customers say “No”, what that “No” really means, and how to turn that “No”, into a “Yes”.
Growth Wheel Series Workshops are designed around a process that helps business owners and entrepreneurs: Get Focus – Set Agendas – Make Decisions – Take Action! They are hands-on workshops that focus on one or two topics, providing insight into some recommended best practices and templates that enable the participant to identify opportunities available in their business, and the time to develop a 30-60-90 day plan of activities that support what they have learned.
Topics to Be Covered:
Overview: Growth Wheel Process
Framework: Client Dialogue – Questions to be answered
Discussion: A “Customer for Life” Sales Process
Decision Sheet: Sales Objections
Expected customer objections
The “real” reason for the objection
How to counter the “No”
30-60-90 Day Action Plans
Frank DeSantis is the former Program Director at the Emerging Enterprise Center, a Business Incubator that serves early-stage & start-up businesses in New Castle County. After a 36 year “Intrapreneurial” career in the corporate world, Frank has spent the last 6 years helping small business owners start and grow their companies. Frank’s understanding of both the strategic and practical sides of running the business has helped EEC companies grow their business, develop business skills, and refine their business model so it is scalable and successful.
8:30 to 9:00 a.m. - Networking and Registration
9:00 to 9:20 a.m. - Introductions
9:20 to 11:20 a.m. - Training
11:20 to 11:30 a.m. - Wrap-Up
Continental Breakfast is included and provided by Costco Wholesale.