HELEN BERMAN'S ON-DEMAND TRAINING
on OVERCOMING SALES OBJECTIONS
Berman Media Sales Institute Webinar 5
A sale without an objection is...impossible! In fact, overcoming objections is the essence of selling. If you're not countering objections, you're just not selling; instead you're merely taking orders, and probably mighty few of them.
Having been in this business more than two decades, Helen Berman has heard every objection possible, from "We don't have the budget," to "My agency handles that," to "I don't like your media." More importantly, she knows how to tackle every one of them, and to turn "no" to "maybe" and "yes."
In this webinar, Helen will show you the following:
- How to use your competitive position to best advantage
- Staying on your client's side
- Sorting emotional from intellectual objections - and countering both
- Working through objections with "mini closes"
- What to say when the competition is cutting deals
- Dealing with clients when business (and budgets) are down
- Reframing objections from negative to positive
Who should attend: Publishers, event producers, advertising directors, show directors, marketing directors, sales executives and salespeople
Length: 65 minutes
Earns one educational credit toward Berman Media Sales Master Certification.
Purchase "Heading off No: Overcoming Sales Objections," now!
Recommended follow-up purchase: One-on-one training with Helen Berman.
Helen Berman
Ad & Media Sales Training
Helen Berman
Media Sales Institute
