Learn how to overcome common sales objections and sell to different buyer personas.
This material will demonstrate how to overcome buyer objections using business development strategies and skills that take you down the path to engage your prospect and get to YES. This information will provide easy-to-use tools and frameworks to find WHO wants a solution and understands the problem. Discover how to focus on other suspects by moving from those that don't care about the answer and doesn't understand the question.
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Why Lorman?
Over 35 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
Learn What Sales Winners Do
- Sell Like a Top Performer
Follow a Proven Method and Conversation Process for Winning Sales
Learn How to Ask Incisive Questions That Get to the Heart of Client Needs
Create Competitive Differentiation
Understand and Position Your Firm's Value Most Powerfully
Demonstrate the Impact and Return on Investment of Your Services
Understand Buyers and Buying, Including How to Sell to 8 Different Buyer Personas
Develop More Professionals Into Rainmakers
Maximize Cross-Selling and Up-Selling Opportunities
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Why Lorman?
Over 35 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on July 23, 2018.
Call 1-866-352-9540 for further credit information.
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Why Lorman?
Over 35 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
James Feldman, CSP, CITE, CPIM, CPT, MIP, PCS
Shift Happens
- Chief innovation officer at James Feldman Associates, Inc. and Shift Happens® D-A-T-I-N-G coach
- For more than four decades, he has been challenging businesses to unleash personal and organizational creativity, uniqueness and innovation while revealing the essential innovative skills needed to achieve unconventional policies, inventive results, delight customers and develop new resources for growth, profits and competitive advantage
- His vision is to create great customer experiences that develop customer insistence
- Serial entrepreneur who owns several businesses that provides ongoing insights into customer service, problem solving, team building and leadership
- Was named one of the Top 100 Innovators in the 21st Century and recently awarded American Leadership Award for Excellence in Client Solutions by AEI
- Has been a board member on more than a dozen associations, a 70-story high rise, and holds every certification his industry offers
- Written 14 books, seven on customer service; more than 400 articles; and he's been a keynote business speaker presenting for such diverse organizations like the U.S. Department of Defense, Verizon, Toyota, Kodak, March of Dimes, Hewlett-Packard, Apple Computer and the Cremation Association of North America just to name a few
- Helped create customer experiences for both start-ups and Fortune 100 companies
- After attending law school, he was accepted as the first applicant for the University of Illinois executive M.B.A. program, upon completion he became a visiting professor at University of Illinois, Roosevelt, Purdue, NE Illinois University and Kendall College
- Can be contacted at 312-527-9111, [email protected], www.shifthappens.com or www.jfainc.com
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More Program Information
Why Lorman?
Over 35 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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