How Do You Overcome Customer Objections? - A Growth Wheel Workshop Series

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Name: How Do You Overcome Customer Objections? - A Growth Wheel Workshop Series
Date: April 25, 2017
Time: 8:30 AM - 11:30 AM EDT
Registration: Sorry, public registration for this event has been closed.
Event Description:

Sponsored By: 

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.
Program Description:
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

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.
Event Media:
Event Sponsors:
12 Penns Way, New Castle, DE 19720


I-95 North
Take Exit # 4B/ Rt. 7 
On Rt. 7/Rt. 1, go to Exit 166 (Churchmans Crossing/Rt. 58E) and turn left onto Churchmans Road (Rt. 58 - Office Depot will be on your right) Travel past former Chamber offices 1.5 miles 
Turn Left onto Airport Rd / DE-37 N 1.1 miles 
Turn Right onto Penns Way (just past Emory Hill Offices) <0.1 miles 
End at 12 Penns Way building on the Left up on the hill 


I-95 South toward Newark/Baltimore 
Merge onto DE-141 S / US-202 S via Exit 5A toward US-13 / New Castle 1.5 miles 
Turn Slight Right onto Commons Blvd/ DE-37 S 0.7 miles 
(FedEx is on your right) 
Turn Left onto Penns Way (NCC Government offices on your right) <0.1 miles 
End at 12 Penns Way Building on the Left up on the hill 

If you have any trouble finding the New Castle County Chamber offices, please call (302) 737-4343.
Contact Information:
(302) 737-4343
$25 Chamber Members
$40 Chamber Nonmembers
$10 Chamber Ambassadors
$0 EEC Incubator Members
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