Overcoming Customer Concerns and Closing Strategies Panel Discussion
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.
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. Most salespeople agree that overcoming objections is a matter of conveying value. 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. 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”.
Philly Made Creative
Matt Berman Bio: Matt Berman is an accomplished business development consultant, creative producer, copywriter, and marketing strategist. His experience in sales dates back to his first business venture, "Matthew's Shooting Gallery." This was a pre-school carnival game where kids shot water guns to knock down action figures for 5 cents. If they knocked down all of the targets they got a toy (mostly with a cost of 5 cents - 25 cents). During the day very few kids actually accomplished the task, making it a very profitable game. One child had only 3 cents and asked Matt if he could play anyway. Matt's answer? "Sorry but no. The game costs 5 cents to play." Over the course of his life Matt worked a lot of jobs in customer service: 1 hour photo technician, associate at Urban Outfitters, and a couple of restaurant jobs. He learned most of what he knows about the mechanics and foundations of business from working for his father as a lighting product sales rep. Now Matt owns a creative marketing agency called philly MADE creative with his wife Kristen.
There are a lot of "thought leaders" out there talking about what sales is all about. Many books are written on the subject. Matt's philosophy is much more pragmatic and experimental. He knows there are fundamental principles one must learn in order to be skilled at the task. However, to Matt it is much more important to throw yourself into situations where you are forced to sell, in order to learn how to excel at it. "Nothing happens in a vacuum," he often says. Never afraid to speak his mind or tell you what he thinks of anything, Matt is an ever curious eternal learner and diligent professional.
Victoria Jackson Bio: Victoria has worked in sales and sales management for over 36 years. Fourteen of those year were in retail sales and 22 of them were in advertising sales. She is skilled in building and leading top-performing sales teams to sustainable high achievement. She gains expertise in consultative, challenger, and solutions sales styles (representing digital TV, SEM, SEO, digital sales, social media, print, direct mail, and billboard marketing. through her experience she has the ability to influence people and outcomes where "No" is her main motivator.
Matt Macnamara Bio: Matt Macnamara is a Business Development Manager at Formcraft. It is Matt’s job at Formcraft to make sure that every business in Philadelphia knows that we can make their dream office a reality both on time and on budget, creating offices where people love to come in to work every day. Working on the frontline of the sales team, Matt will make 10,000 cold calls and knock on 500 doors in 2019. Outside of his prospecting efforts, Matt creates video content to market Formcraft and build out his personal brand.
Robert Stinton Bio: Bob is the Co-Founder & President of Sandler Training at The Training Center For Sales & Business Development, headquartered in the Philadelphia, PA area. For the past 24 years Bob has helped small, mid-sized and Fortune 1000 companies overcome their frustrations and disappointments by addressing, training & implementing more effective and non-traditional sales, sales management, leadership & executive coaching techniques, strategies & initiatives. By participating in on-going, reinforcement training, coaching, counseling, workshops, clinics & seminars his clients have been able to increase their bottom lines, ‘Sell More, Sell More Easily’, ‘How To Avoid Unpaid Consulting’, create ‘Top Sales Performers’, allow themselves and their salespeople to be proud and profitable in their sales careers and business ownership, etc. Prior to his business consulting career, Bob had over 15 years experience in production, operations, sales & management in the service & construction industries. He brings his ‘real world, in the trenches’ attitudes and behaviors which enables his clients to realize the successes they desire and deserve.
Official EEC Technology Partner,