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IMC SD: "Getting Past No" - How to Handle Objections, Rebuttals, Pushback and Other Client Refusals
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4/21/2010
When: Wednesday, April 21st, 2010
Network 7:00 to 7:30 Presentation 7:30 to 9:00 AM
Where: Courtyard Marriott
8651 Spectrum Center Blvd.
San Diego, California  92065
Contact:


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"Getting Past No” - The Consultant’s Guide on How to Handle Objections, Rebuttals, Pushback and Other Forms of Client Refusal
 
Few consultants have the ability to deal with prospective client statements ‘on the fly’, simply because they have little training in and experience using the sales skill of dealing with objections.
Learn what you can do to handle almost any objection you encounter when discussing your services to a prospect. Topics covered include:
 
  • How to evaluate if it is a question or an objection
  • How to head off possible objections ahead of time by establishing your "posture.”
  • Why listening is the key to answering objections
  • Why you need to have better knowledge of the situation before objections surface and are discussed.
  • Why the value of your prospect relationship determines whether or not objections come up
  • Why you are wasting your time if your client does not "buy-in” to your solution
Expect a lively discussion, as participants will be encouraged to share their personal experiences. This will be a practice-building breakfast meeting not to be missed!
Don McNamara CMC


About Don McNamara CMC
 
Don McNamara is a Certified Management Consultant whose practice includes sales and sales leadership training, coaching and professional speaking.  Don is also a federally qualified expert witness for sales policies, programs, practices, processes and procedures.  Widely published, he is a contributing editor to Sales and Service Excellence magazine and award winning author of Visionary Sales Leadership.  Don is also published on numerous web sites including ezinearticles.com where he has been awarded Platinum status. Additionally he conducts webinars for sales and sales management professionals and is an Adjunct Professor at Concordia University in the MBA program.
 
Throughout his career he has dealt with and coached his sales teams on effective objection handling. He will share with you some of the tactics and strategies that will help you overcome your fear of objections, feel embarrassed, put down, ill at ease… and how to avoid objection traps!
 

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