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I appreciated the Ethical Persuasion approach and the documented research presented in the Leadership Strategies Program. This gives me insight into how to communicate and persuade an individual or group. Definitely any mid and upper management person could benefit!
-- Scott Handy, CEO Cass County Electric Coop
We were looking for something to challenge us and give us an edge in introducing our new Sunbutter products. Harlan's program gave us more than we expected. We now not only look at our selling process differently but our marketing as well.
-- Dan Hofland, VP Red River Commodities
Being made aware of how powerful the questioning methods can be.Harlan has a broad base of reference when it comes to sales which helps him to make things relative to our situation.
-- Jan Blake, Account Rep United Sugars
The concepts and ideas attained during this training continues to be invaluable. Such tools as the Mastering of Questions and obtaining a clear picture of our customer's real needs have enabled StrataCom to build profound relationships with our current customers and future customers.The entire StrataCom team highly recommends this program to any company considering a fresh approach to their sales process. The interaction, samples and coaching made the new ideas come to life for us!
-- Steve Jones, President
Gaining the ability to answer objections from customers. This training helped me to save time, improve productivity and increase sales.
-- Steve Gease, Sales, Stenerson Lumber
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How to Address Prospect Objections and Resistance in Today's Market
The new omega approach to eliminating stalls
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Presented by Harlan Goerger
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"Why is it that salespeople hear an objection and they turn tail, only to have the competition come in and win the business!" With today's cost of making sales calls, few can afford a passive sales approach and allow resistance to stall the sale. Yet, everyday salespeople either argue or retreat when objections occur. This is costing you sales, revenue loss and price wars!
Harlan Goerger has been training sales teams how to work with objections and resistance for the past 30 years. Author of "The Selling Gap, Selling Strategies for the 21st Century," he has infused the science of persuasion into today's selling. Sales teams trained by Harlan understand how and why objections and resistance occur and know how to address them to close profitable sales. These sales teams welcome the objection challenge; turn them into sales today with good margins despite the competition!
In this webinar, you will learn to:
• Positively take the objection and close the sales because of it
• Identify 3 types of objections and how to deal with them
• Use a simple 6-step tool to resolve objections
• Manage prospect resistance in the sales process
• Be confident when responding to concerns
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Can't make it to the webinar? As a paid registrant, you receive the flash recording of the webinar even if you are unable to attend.
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Suggested Attendees: Salespeople, sales managers, business owners
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| About the Presenter: |
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Sales Expert and Trainer Harlan Goerger (Gr-Gr) brings almost three decades of experience to modern sales. Author of The Selling Gap and over 100 articles on sales & sales management, Harlan provides the proven ideas that change thinking, skills and results for your team.
By applying innovative ideas provided by Harlan, many of his clients have seen growth numbers into the 400% level!
Through the application of modern scientific persuasion and influence tools, salespeople perform better, leaders lead better! |
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