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Category - Selling Skills
Course 5 -
Smoking Out and Overcoming
Objections to Close More Sales
Summary:
If you
are like most sales professionals, you are always looking
for ways to overcome customer objections and close the sale.
This one-day course will help you to work through objectives
effectively. We will help you plan and prepare for
objections so that you can address customer concerns, reduce
the number of objections you encounter, and improve your
averages at closing sales.
Course
Overview
You
will spend the first part of the day getting to know
participants and discussing what will take place during the
workshop. Students will also have an opportunity to identify
their personal learning objectives.
Building Credibility
This
session will discuss ways that participants can build their
credibility, including first impressions, appearance,
demonstrations, and testimonials.
Your
Competition
Why
talk about the competition? Because sooner or later every
person in sales has to be aware of the fact that others are
offering similar products and services. This session will
talk about what research to do and how to make the most of
it.
Critical Communication Skills
During
this session, participants will learn how to ask good
questions and listen effectively - two skills that are key
to handling objections.
Observation Skills
A keen
ability to observe your surroundings to better understand a
situation is another useful skill to have, and participants
will have the opportunity to work on it during this session.
Customer Complaints
This
session will look at how customer complaints and how they
can actually make anyone a better salesperson.
Overcoming Objections
Once
participants have some basic skills and concepts mastered,
they will explore what an objection is. They will also work
in small groups to identify their most frequently
encountered objections and they will brainstorm ways to
respond to them.
Handling Objections
During
this session, participants will some basic ways to respond
to objections, including the Identify - Validate - Resolve
strategy. Participants will also learn about nine specific
objection handling strategies, including the Boomerang, FFF,
and Show Your Hand.
Pricing Issues
This
session will give participants ways to address the most
common objection: price.
How
Can Teamwork Help Me?
Many
sales people treat their team as competition. This session
will explore how teamwork can make you a better salesperson.
Buying
Signals
During
this session, participants will learn how to know when the
buyer is ready to close.
Closing the Sale
This
session will look at several different closing techniques
and the top fifteen activities that
make a person successful at closing the sale.
Workshop Wrap-Up
At the
end of the day, students will have an opportunity to ask
questions and fill out an action plan.
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Hire Rick Saldan's Motivational Magic to Energize Your Conference or Special Event!
Rick says, With perseverance, drive,
and vision, you can achieve what once seemed impossible. I
encourage you to strive toward
your vision for a new future -- one that
energizes your gifts, your passions and your untapped hidden
potential!
Rick's ideas, messages, strategies, and first-hand stories
of overcoming adversity against all the odds will inspire your
people. They become enthused, excited, and committed to take
massive action that impacts your bottom line. Your return on investment is powerful.
Rick is a unique
motivational
speaker and seminar leader
that combines comedy, theatrical illusions and extensive
audience interaction with inspirational presentations. He
creates a powerful
and enjoyable learning
experience,
guaranteeing to make your conference or
special event an outstanding
success!
Contact Rick Today!
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Some of
Rick's Motivational Milestones: |
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Earned the Triple Crown Award with Toastmasters
International in January, 2018.
Served as Director Area E-51,
District 38, 2017-18 |
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Earned the Advanced Communicator Gold with Toastmasters
International in January, 2018. |
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Graduated from the Dale Carnegie Sales Course Instructor program and
the Dale Carnegie Basic Instructor Course in August, 2002. |
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Earned the Certified Speaking Professional designation with
the National Speakers Association in July, 2001. |
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Graduated from the Accelerated Freefall Course and became a
licensed parachutist and skydiver in August, 1998. |
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Earned the Microsoft Certified Professional designation in
July, 1997. |
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Graduated from Marine Corps Recruit Depot, Parris Island and
earned the title of United States Marine in May, 1992. |
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Some of Rick's
Delighted Clients: |
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We brought Rick in to be our speaker for our annual
conference program for all of our regional sales managers
throughout the country. This is a hard-nosed group who have
seen it all, yet Rick engaged them with finesse. He
challenged them and inspired them. Rick is an exceptionally
talented individual who I highly recommend.
John Erard, Director of Sales & Marketing
Lord, Abbett & Co. Investment Managers
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Rick has a magical approach that provides a clear and
concise message specifically designed to the needs of his
audience. Rick will provide all the motivational magic you
will ever need, propelling your organization to the next
level of greater success.
Thomas Mulhern
Frontier Communications |
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We were delighted with the training and instruction provided
by Rick Saldan on a variety of courses and seminars. He has
proven himself to be a very capable instructor, who adapts
quickly to challenging situations. He interacted very
effectively with our civilian and military personnel.
Looking forward to his upcoming sessions.
Michael McGregor,
Naval Surface Warfare Center |
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We hired Rick to provide two completely different
presentations to our sales force and our customer service
teams. Both events were lively, dynamic and exciting. We
loved how he combined stage magic with his unique insights
in both of these specialties. We were all very impressed
with his highly creative programs. We loved his passion and
enthusiasm as a business speaker. Still trying to figure out
how he knew where we hid his paycheck. Totally impossible.
More impressive than when Kreskin did that!
Richard Rediker, Founder
Rediker Software |
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Rick's presentation is thoroughly inspiring, entertaining
and wonderful!
Elizabeth O'Keeffe
Random House Publishing |
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You can rely on Rick Saldan for any project you get him
involved in. Rick will delight your customers, and deliver
beyond your expectations. An organization who chooses to
bring Rick on board will be lucky to have him, and more
successful for having made the decision.
Fred Walker,
Dale Carnegie Lead Instructor |
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Rick Saldan is an excellent inspirational speaker who
tailored the seminar to the needs of the individual students
being instructed. This office thanks the Mayors Office of
Information Services for having such a vendor.
Timothy K. Lynch
Office of Fleet Management
City of Philadelphia |
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Thank you for your awesome
presentation. I know that all of my teams loved the program.
I love your message and your delivery. I hope that you can
spread even more magic throughout the world!
Gene McNaughton
Vice President of Sales
Tony Robbins & Associates |
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Rick Saldan has the wit, wisdom and sorcery of a
wizard. He has a dynamic personality, and all will enjoy
his captivating stories, comedy and magic!
Dennis Slaughter
Credit Suisse First Boston |
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Rick, this letter comes to you
with thanks from Prime Bank and all the employees who
participated in the training sessions held in our bank and
conducted by you. Everyone in attendance has stated what a
thorough and enjoyable learning course it was.
Michael J. Sexton,
Vice President/Controller
Prime Bank |
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Your training was enjoyable,
informative and very useful in helping us to solve some of
the day-to-day challenges we encounter at Stockard Shipping.
You were very concerned about meeting our particular needs,
and tailored your instruction to cover those specific goals
that we have had in our office routine. Looking forward to
working with you in the future!
Frank Signorello
Vice President, Sales
Stockard Shipping & Terminal Corporation
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You tailored each class to fit the varying needs of the
students but also managed to cover topics in your class
plan. You maintained your composure and sense of humor in
the face of numerous questions and demands.
Patricia J. Kosek
The Glenmede Trust Company |
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I personally commend Mr. Rick Saldan as he has served to be
an outstanding, dedicated and loyal individual and a
definite asset to our organization and our community.
Larry Kovnat
Greater Philadelphia Chamber of Commerce |
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Rick has given of his time, energy and talents to all kinds;
from the needy elderly to convicts, from terminally ill
patients to runaways. He has strengthened and edified the
lives of many.
Captain Ross Schwalm,
United States
Marine Corps |
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The oohs and ahhs
could be heard for miles as magician and motivational
speaker Rick Saldan taught students at the Clarence B. Lamb
School how to be possibility thinkers.
Dana Forde
The New Egypt Press |
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You can pause the slideshow by hovering your mouse over the pictures
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