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IMC SoCal - LAX Breakfast, September 2010
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When: Friday, September 10, 2010
7:30-9:00 AM
Where: The Lakes Golf Course
400 South Sepulveda Blvd.
El Segundo, California  90245
United States
Contact: Joe Herold

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IMC SoCal Monthly LAX-Area Breakfast Meeting
Friday, September 10, 2010 

Don McNamara Presents:
Getting Past "No":
The Consultants Guide to Handling Pushback

LAX Breakfast Meetings
2010-11 Season
September 10, 2010
2nd Friday

Please Be Sure to RSVP by Wednesday, September 8, 2010

Cost: $22 for IMC members.
for non-members.
Please make check payable to: Herold Consulting LLC

RSVP Via E-mail to:
About LAX-Area Breakfast Meetings...

The LAX-Area Breakfast meetings occur normally on the 1st Friday of each month from 7:30 - 9:00 a.m.

Our monthly breakfast meetings are held in the private dining room at
The Lakes Golf Course & Driving Range,
400 S. Sepulveda Blvd,
El Segundo, CA 90245

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 a client is asking a question or registering an objection
  • How to head off possible objections 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
  • Why the value of your prospect relationship determines whether or not objection 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!

About Don McNamara:

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 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!


DATE: Friday, September 10, 2010
TIME: 7:30 - 9:00 a.m.
LOCATION: The Lakes Golf Course & Driving Range,
400 S. Sepulveda, El Segundo
PRICE: $22 for IMC members and $27 for non-members.
Cash or checks payable to: Herold Consulting LLC
Sorry, no credit cards accepted.

phone: 310-938-0908

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