Description

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.
 
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. 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”.

Matt Berman Philly Made Creative	Victoria Jackson Comcast Spotlight	Matt Macnamara Form Craft	Robert Sinton  Sandler Training

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.