How to Address Prospect Objections and Resistance in Today’s Market


The new omega approach to eliminating stalls

“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

Friday, Apr 15, 2011 2:30pm – 3:30pm Eastern Time

Ad Reference ID: 8644da03942e0e5d

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