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How To Overcome Objections

How to Overcome Objections

The Art and Science of Overcoming Objections

Venue: Sunnyside Park Hotel, Parktown, Johannesburg
Date: Thursday 17 October 2013
Time: 07h00 – 10h00 (Registration and breakfast from 07h00 – 08h00)
Investment: 350 per person

Many sales professionals get a caning when it comes to trying to close deals. This typically happens at around the time that the prospect throws in an objection. Then, like a house of cards, the whole sales pitch collapses because they haven’t discovered how to overcome objections.

Are You Getting Caned Every Time You Pitch?

If you’re not sure if you’re getting caned in the sales game, here’s the warning signs:

  • You only close 1 – 3 deals out of every 10 proposals you put in
  • You’re on average only hitting 42% of your target
  • Only one sales professional in your team is hitting or exceeding target (it’s not you)
  • Every time your sales manager looks at you she looks ‘woes’
  • Then there’s that depleted bank account … ok, I think you get the point

So, what’s the problem?

According to researchers Lynette Ryals and Iain Davies (as quoted in the Harvard Business Review) only 9% of sales meetings end in a sale and only 1 out of 250 salespeople exceed their sales targets.

Ryals and Davies observed 800 sales people in live sales meetings. The sales people that crashed and burned were extremely weak at thinking on their feet. In other words, they were poor at handling objections.

The top sales people were excellent at thinking on their feet and overcoming objections.

Think on Your Feet … The Art and Science of Overcoming Ojections

Join Jacques de Villiers for a 2-hour breakfast session to unpack why most sales people are poor at overcoming objections and what to do about it.

On the session you’ll learn:

  • Why your prospect objects
  • How to prepare for objections
  • How to stop objections in their tracks
  • How to handle objections effectively if and when they arise
  • The difference between hidden objections and real objections

Venue: Sunnyside Park Hotel, Parktown, Johannesburg
Date: Thursday 17 October 2013
Time: 07h00 – 10h00 (Registration and breakfast from 07h00 – 08h00)
Investment: 350 per person

Free Gifts

  • Jacques de Villiers’s new book How to Think on Your Feet … The Art and Science of Handling Objections (soft copy) (Value: 100)
  • Jacques de Villiers’s DVD: How to Persuade Anybody To Do Almost Anything (Value: 300)

Book Now

Email: Jacques De Villiers – thebusinessgenerator@me.com
Phone: Jacques de Villiers – 082 906 3693