07 Jun Sales Sprints 2018: What’ the Problem with Objections? Part 2: Converting Skepticism, Indifference, Opposition and Financial Objections into Sales Decisions
This Month’s Webinar: What’ the Problem with Objections? 6-21-18
Part 2: Converting Skepticism, Indifference, Opposition and Financial Objections into Sales Decisions
Once you get beyond stalls to the sale and understand the real concern of the customer, now you can handle it. That is, if you are prepared with the right logic for the expressed concern. Too often salespeople defend objections without realizing that they are using the wrong approach. In this session we will define the three main types of objections and what you must do to move beyond them.
In This Session:
- Overcome skepticism and doubt
- Get customers who are dragging their feet to make a decision
- Quantify cost vs. price for the customer
- Minimize the importance of price in the buying decision
- Learn proven guidelines for turning objections into sales opportunities
- Increase perceived value based on how and when you mold your responses
Highlights of Each Forum:
- Focused on a specific consultative selling topic and insights
- Learn key insights from certified CSC Coaches and CSC graduates
- Come with questions and leave with answers to drive your sales forward
- Open sessions for sharing ideas – insights from coaches and peers
- One hour in length
- Hosted by CSC Certified Coaches
- Held the third Thursday of each month beginning February 15, 2018
- 10:30AM-11:30AM Mountain
Subscription to Consultative Sales Sprints: No cost for SA members. $299./per year for yet to be members. Includes 12 forums – approximately one per month. Join as often as you like! Complimentary for CSC grads. Go to Salesassociation.org. Register for the webinar series, continue check out and enter promo code CSC2018.
Consultative Sales Sprints – Topics of Discussion (Subject to Change)
Topic |
Date |
| Consultative Selling Real Time – What Does it Mean Today? | 3-15-18 |
| Get in the Game – Negotiating for Impact | 4-20-18 |
| What’s the Problem with Objections? Part One – Getting Beyond Stalls and Resistance | 5-17-18 |
| What’s the Problem with Objections? Part Two – Converting Skepticism, Indifference, Opposition and Financial Objections into Sales Decisions | 6-21-18 |
| It Takes All Kinds – What is the Fluff About Soft Selling Skills? | 7-19-18 |
| Service From the Inside Out – Tap Into the Full Strength of Your Team | 8-16-18 |
| Expanding Your Business- Make Contacts Count to Maximize Sales Efficiency | 9-20-18 |
| Communicating with Style | 10-18-18 |
| Convincer Strategies – Gain More Commitments with Advanced Sales Psychology and Persuasion | 11-15-18 |
| What’s Getting in Your Way of Gaining Commitments? | 12-20-18 |
| Quantifying Value – The Nine Value Points You Can’t Afford to Miss | 1-17-19 |
About Your Facilitators
Consultative Sales Sprints are led Certified Consultative Sales Coaches. The forums begin with a presentation of the topic of focus followed by opportunity for discussion and coaching around real sales issues.
Marcia Gauger is the Chief Learning Officer (CLO) and founder of Impact Sales Training, LLC. Marcia is co-developer of the Sales Association’s Consultative Sales Certification (CSC) program, which is nationally accredited for producing sales performance and results.
Marcia’s background includes close to three decades of sales and sales management, coaching, and training experience. Marcia has worked with thousands of individuals worldwide in classroom and virtual settings. Marcia is dedicated to helping others achieve their full performance potential and contribute to the results of their organizations. She has authored hundreds of proprietary training programs and holds several copyrights and trademarks.
She is a resident of Wisconsin and holds degrees in Communication and Marketing from the University of Wisconsin-Whitewater and a degree in Adult Education from St. Francis Xavier University in Nova Scotia.
Tom D’Agostino is the Chief Consultative Sales officer for the Consultative Sales Academy and is a Master Coach (CSCC) of the Consultative Sales Certification (CSC) program. Tom brings over 35 years of insights into his coaching practice. Tom has extensive experience working with leaders and sales team members in several industries and specializes in logistics companies and technology. Tom builds close relationships with his coaching clients bringing practical insights and encouraging them to learn and grow.