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.
About the Presenter
John Doerr is President of RAIN Group, Founder of RainToday.com, and Co-author of the book Professional Services Marketing. John's 25-year career in professional services has included senior executive management, sales and marketing, business process re-engineering and product development experience. He has worked in organizations ranging in size and scope from a publishing firm to an international organization located in Europe with partners in the Middle East and North Africa. John's experience also includes a successful start-up organization as well as a large multi-national organization with offices throughout the world.
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Presenter: John Doerr
This webinar was broadcast on April 13, 2010
Duration: 90 minutes, including a 30-minute question and answer session
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