Recorded on August 29, 2014
“I want to think this over.” How many of us have heard this in our selling careers? Most salespeople hate hearing those words along with “I don’t have any money,” “my last ad didn’t work” or “nobody reads the paper anymore.”
There are a lot of theories, ideas and techniques out there to overcome objections and closing skills. If you are using any that work, please continue using those. If you are having challenges overcoming the objections and closing sales, please join me for this webinar as we will give you techniques, words and phrases to help.
This webinar will cover:
- The top 5 objections you will hear on a daily basis and how to overcome those objections
- Understanding the internal objections we give ourselves
- Two different approaches to dealing with objections
- A refocus on “buying signals”
- Closing techniques of the professionals
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Tim Smith has been in the Training and Development field for more than 27 years and additionally worked in the newspaper and print industry for 10 years. He began his career in circulation and was promoted to a supervisory role in the production due to his work ethic and results. He also has worked on the sales side of the business, again being promoted to sales manager due to his results, specifically in revenue, repeat business and his ability to generate business development.
Smith has delivered tailored training programs on management skills, customer service and sales training primarily focused on the newspaper industry. He has provided keynote speeches at conventions, individual newspapers training and one on one coaching with managers, production, display, classified, editorial and sales people. He has guided several publications in creating customer service models and increasing revenue through consistent sales processes with both Outside Display and Inside Classified salespeople.