Selling with Confidence: Managing Resistance with Prospects LIVE ONLINE

Course Dates
02/22/2023 - 02/22/2023
1:30PM - 3:30PM (CST)

04/12/2023 - 04/12/2023
1:30PM - 3:30PM (CDT)


Member Fees: $199

Non-Member Fees: $299

Whether prospecting over the phone with a cold call or in person through a drop-in, hearing the proverbial slam of the door on your attempt at contact can be discouraging. But managing the expected resistance does not have to be difficult. In fact, it can be fun! In this course, we will determine top prospecting objections you are facing now and learn 2 ways to approach them that keep the conversation flowing and in your favor.

At the end of this course, you will be able to:

  • Identify common objections you face during interactions early in the sales process
  • Exercise emotional control and empathy when faced with resistance
  • Move through and around challenges in prospecting

Covered Topics will be:

  • Why Objections Occur
  • Where we Struggle as Sales Professionals
  • Why Empathy Matters
  • Steering the Conversation Back on Course
  • The Inquiry Method
  • The Pivot Method

Who Should Enroll in this Course:

  • Individuals with professional sales experience (inside or outside, B2B or B2C)
  • Salespeople who are looking to gain more traction in cold calls or first touchpoints

Preparation: Cold calling self-assessment provided with registration.

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