Objections are a prospect’s way of saying, “I’m interested, but I need more information to help me understand why this is right for me.” Find out how successful sales people and business owners regularly handle sales objections to create effective sales results.
Most salespeople agree that overcoming objections is a matter of conveying value. If a prospect is balking about the product or service, it’s likely that the need was not properly identified and the value was not properly conveyed. because the benefit wasn’t adequately explained. Many sales experts will recommend backing up, but how do you address the objection? Every product and sales process is different, and so specific objections will vary from industry to industry. However, there are many objections that fall along similar lines independent of what you’re selling.
In this panel discussion, you will hear from 4 experts, sales reps & business owners. They will discuss their sales tactics for handling sales objections and how they are effective in converting sales.
- How to uncover a need
- How to apply the value proposition to that need
- How to handle objections
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. - Panel Discussion & Questions/Answers
11:20 to 11:30 a.m. - Wrap-Up
Continental Breakfast is included and provided by Costco Wholesale
This event will be recorded by the Official EEC Videographer, Billy D. Productions, LLC
Matt Doyle Bio:
President of Advertising is Simple in Delaware, Matt has been in advertising and marketing since he graduated from West Chester University in 1991. He work his way up the sales chain ladder to become area sales manager for Comcast Spotlight in Utah. For personal reasons, Matt had to return to his home state of Delaware in late 2009. Unable to return to Utah to resume his area sales manager position, he took this opportunity to establish his own digital marketing company in June of 2010. Since then Matt has worked hard to grow many small to mid-size businesses within a variety of industries. He continues to keep abreast of the latest digital trends so that he can deliver the best possible results to his clients. Matt is the cornerstone of Advertising is Simple and is a large part of why the company’s reputation is stellar.
Cheryl Strootman Bio:
Cheryl Strootman was born Wilmington, Delaware where she spent her entire childhood and graduated from John Dickinson High School. Shortly after graduating from high school she met her soulmate, Pat, while working at AT&T. They have been happily married for almost 30 years and are happy to have 4 children and 5 wonderful grandchildren. Professionally, Cheryl has worked for several companies including Olan Mills Studios and was a manager at Electrolux. In 1999, Cheryl started her career with Costco Wholesale. Although she has worked in many different departments, people and sales have always been a great passion of hers. Cheryl has attended Delaware Technical Community College and enjoys working within her community. She is consistently a leader in fundraising each year for Children’s Miracle Network and is the chair for Christiana Costco’s Reading Program. Cheryl Strootman is honored to be named as New Castle County Chamber of Commerce Ambassador of the Year.
Judy Taibi Bio:
In Judy's positions as CEO, business owner and sales professional, she has walked the walk and understands both the challenges and need for relevant, measurable goals to achieve stronger company growth, profitability and consistency in results. She has worked with business owners, sales managers, sales professionals and entrepreneurs to reinvigorate their new business development efforts and not only overcome sales objections but implement sales strategies to dispel customer push back before it surfaces. Judy has been responsible for driving national and divisional sales at several global financial and asset management firms including Smith Barney, Trilogy Advisors and Sage Advisory Services as well as founding and operating her own sales consulting organization, J. Taibi Group - Sandler Training. She is a graduate of New York University with a BS degree and holds various industry certifications including Certified Investment Management Analyst (CIMA) from Wharton School, University of Pennsylvania. She is a member of the New Castle County Chamber of Commerce, the Financial Women's Association and the Investment Management Consultants' Assoc. Judy has lived in Wilmington, Delaware for 30 years and enjoys hiking, travel and community volunteer work.