Description

Shumaker Chamber University: Never Lose a Sale Again presented by Robert Graves

Never Lose a Sale Again!

You will learn to resolve objections in a manner that is mutually advantageous to the customer and yourself.

About:

It is likely in any selling situation that obstacles will have to be overcome before a buying decision is made. Often, we make the mistake of “handling” objections in such a way that the buyer is turned off. Resolving objections effectively is a process that involves careful, sensitive listening along with positive, factual responses to buyer concerns. We must understand that buyer objections are not always rational. Objections are often totally emotional. We must respond to customers’ emotional needs, along with the obstacles preventing them from buying, if we want to build long term relationships.

What You’ll Learn:

You will learn to resolve objections in a manner that is mutually advantageous to the customer and yourself. This will happen by identifying points of agreement to lower buyer resistance and discovering your common ground. Learn how to respond to the four most common objections with confidence.

Why You Want To Learn It:

Objections are often emotionally driven. By responding to a customer’s emotional concerns, along with other obstacles that may prevent them from buying, you are paving the way to a loyal, long-term, profitable business partnership.

How It Will Help You:

All obstacles must be eliminated before a buying decision can be made. It’s important to address objections in ways not offensive to the buyer. Once that happens, agreements are made, relationships are forged and commissions are paid.

Our Speaker: Robert Graves 

As Director of Sales for Dale Carnegie Tampa Bay, Robert Graves is a Dale Carnegie Certified Trainer in Sales, Customer Service & Sales Leadership.  He is also a Carnegie Certified Online Trainer in the Sales Foundation & Sales Leaders programs.

A Dale Carnegie Certified Trainer for over 15 years, a Classroom trainer since 1986 & an Adjunct Professor since 1998 in Microsoft MCSE & CompTIA courses. With a BA in Speech Communication from USF and an MBA with focus in Finance and Marketing, Robert brings 30+ years of professional training experience and leadership skills to his clients. 

Robert is a Rescue-Level SCUBA Driver and avid Swing Dancer. He lives on the white-sands beach of Anna Maria Island and works in Tampa Bay.

Questions? Contact Celeste Lloyd-Jones at [email protected]

We look forward to seeing you there!