Getting to The Truth (Uncovering and Defusing Objections) – presented by Keith Rosen

Did you ever get the feeling that someone was not telling the whole truth when talking to you? Instead of confronting a potential customer about this innate concern, salespeople often take what the prospect says and try to do their best to work around it, even though they know that the prospect isn’t telling them something.

Many salespeople don’t have an approach that would help them extract the truth from a prospect, whether it’s during their first conversation or throughout their selling cycle. If you and your prospect established the desire and need for your product or service and you can’t seem to move the sales process forward, there is a strong chance that there is something else the prospect isn’t telling you.

There is a secret that the top salespeople are aware of. They don’t have to come up with objections again. If you have ever felt like you have to force a sale or you are not comfortable with the closing process, here is your chance to develop a unique perspective and approach to handling objections so that you never have to worry about sounding like you are selling. It’s possible to accomplish this in a simple conversation that doesn’t threaten your integrity.

This is a description.

Sales people don’t overcome objections, prospects do. The prospect is the only person who can overcome an objection. If you want to create a new opening, don’t feel like you have to overcome every objection a prospect throws at you. Top salespersons ask the right questions to listen to the sale. Asking questions, listening openly and intentionally, and gaining information are all part of selling.

With the edge over your competitors, you can align your selling approach with the buyer’s preferred buying strategy and communication style, instead of having to push or rely on generic selling and closing strategies that have lost their effectiveness in today’s rapidly changing marketplace.

The content rich workshop will show you how to do it.

• Shorten your selling cycle by creating urgency and letting your customers do the selling for you.
• Stop reacting to objections and start preventing them before they become a threat to your selling efforts.
• Uncover and defuse the real objection rather than wasting your time trying to handle smokescreens.
• Create new and creative solutions you would never have noticed otherwise that propel your sale forward.
• Respond to objections or what the prospect says with a question to uncover the real reason that is preventing or stalling the sale, rather than a statement that defends your position and creates an adversarial posture between you and your prospect.
• Develop a unique competitive edge , since every other salesperson calling on your prospects are saying the same thing!

There are no do-overs when it comes to selling. Sales people cannot afford to practice on their prospects. It is difficult to connect with them. You want to be prepared and effective on the phone when you finally do. You can learn how to fine tune your current approach or build a new one from the ground up to ensure maximum impact during each conversation the first time around.

About your trainer.

The President of Profit Builders is endorsed by companies and organizations worldwide as one of their favorite success coaches.

He is an author. Time Management for Sales Professionals. His newest book. The Idiot’s Guide to Cold calling. The author of the book endorsed it. The One Minute Manager. Brian Tracy is an author. There are advanced selling strategies. One of the world’s leading authorities on personal and business success.

Only a few trainers and consultants have earned the prestigious Master Certified Coach designation, and one of them is Keith.

He provides sales and leadership coaching that motivates you to take action so that you can master your time, boost your sales and income, and achieve bigger, more rewarding goals without the steep and costly learning curve.

A pioneer in the coaching profession,Keith has been featured dozens of times in the media. In addition to Selling Power, Opportunity World and Small Business News, there are other publications. He has appeared in feature stories in a number of publications.

You can get the HANDLING OBJECTIONS Series: Getting To The Truth from nextskillup.com.