WIC March 2009 Monthly Meeting: Welcome Objections From Customers, and Turn Them into Profitable Business

Halfway through a presentation, a potential or existing client begins peppering you with pointed questions. What do you do? This turn of events can be intimidating. But in reality, it’s a powerful opportunity to reassure your customer or prospect. Discover how to develop the right mindset to field questions and concerns and learn to welcome objections. By the end of this presentation, you’ll understand how important objections are to the selling process and how they actually increase your chance of securing new business. At this powerful event you’ll learn:

• The different types of objections and how to recognize and respond to them
• A way of looking at objections so they’re no longer intimidating
• Why objections are critical to the selling process and how they actually help you secure new business
• Michael’s LACE method of addressing objections and meeting your client’s needs
• How to “sit on the same side of the desk” as your customer to create a collaborative relationship