Designed and presented by J. Jeffrey Spahn
At the American Funds Distributors Retirement Plans' annual meeting Jeff Spahn, founder and president of Leading Leaders Inc., gave a presentation entitled "Transforming Objections: Not Just Overcoming Them."
The challenge facing financial advisors and sales people is generating sales in the short term without jeopardizing the long term value of deeper, richer relationships and interests of clients. In other words, figuring out how to seal a deal while further developing or expanding a client relationship.
Solution: Create a context in which your clients will convince themselves.
With the challenging economic times and the justified pressure to get business, sales people need to become more assertive without falling prey to the motives of desperation and fear. Clients smell desperation and it doesn't yield conviction in you or your products and services. Having confidence and trust in yourself and in your company will help clients make the right choices.
"Transforming Objections into Sales" equips sales teams to transform objections -- not just overcome them. "Sales forces" will rediscover and deepen their "sales sources," which are those intangible qualities of presence and poise that build relationships and results. Now it’s more important and more difficult than ever to listen with empathy to what you don’t want to hear and ask genuine questions and not make veiled statements. This presentation and subsequent modules challenges and equips even the most seasoned and successful sales executives to deepen confidence in themselves and trust in their relationships.
We can only listen to others to the extent we listen to ourselves.
While drawing upon the personal success and failures of the presenter and the current real time situations of the participants, the following topics will be explored and actualized:
This basic format can be fitted to meet the customized needs of a particular individual or group.