Don't Take No For an Answer: How to Handle Common Client Objections

Your price is too high. It's not the right time. I don't need your service. Those are three phrases you do not want to hear when talking with clients about your services.

You might be tempted to walk away when you hear those five-word curses, viewing them as a sign of rejection or a call to battle. With this attitude it's no wonder we handle objections poorly. In fact, objections are not such horrible things. They are an opportunity to understand your prospect better and move him closer to the sale.

Listen to John Doerr, President of Wellesley Hills Group and co-author of Professional Services Marketing in this webinar to hear how to overcome objections and how they can actually improve your relationships with clients. Specifically, John addresses:

• Why objections are a good sign in the sales process
• The 5 frequent client objections and how to respond to each
• A proven process that works to handle any objection and get you closer to the close
• The 4 categories all objections fall into
• How to get to the heart of the objection (often the issue is not what they first tell you)
• Mistakes to avoid when responding to objections

It's important that you don't disregard client objections. They are a crucial part of the sales process that accomplished rainmakers handle with finesse turning those nos into yeses.

Presenter: John Doerr

This webinar was broadcast on April 13, 2010

Duration: 90 minutes, including a 30-minute question and answer session

To view this recorded webinar, you must have the Flash Player on your machine. Click here for more information and to test your machine.

100% Money Back Guarantee: If you are not satisfied with the content in this recorded webinar, simply contact us and we will give you a 100% refund.