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Eliminating Stalls and Objections Through High-Impact Sales Questions
IES - Institute for Excellence in Sales
Apr 20 - Friday
7:15 AM
10:00 AM

Key Thing You Need to Know about This Program: One of the key messages that guests on the Sales Game Changers Podcast offer is that sales professionals need to listen more closely to their customers and prospects. The best way to do this is by asking better questions that demonstrate you clearly understand your customer’s challenges. However, it’s not easy to do this as we are all tempted to speak before listening. By attending this program, you’ll learn some strategies and new skills to make this practice easier.

Complexity Level: Medium

Immediate Implementation Opportunity: High

Are you sick and tired of believing everything the Prospect says, only to be disappointed with another stall or objection?

Are you struggling with qualified opportunities that aren’t really qualified?

Are you baffled when Prospects give you a verbal, but they change their minds later and stay with the existing solution?

Do you wonder why opportunities that appeared so promising eventually stall out and fail to progress?

Stalls and objections remain one of the most frustrating dynamics for all professional salespeople. Too often, stalls and objections are poorly handled at the end of the sales process instead of being anticipated and eliminated early in the opportunity. Additionally, the optimistic and trusting nature of most salespeople makes it easy for prospects to omit details that can make or break a sale.

Amy Hardin’s core belief is that the new ABC’s of selling are Authentic-Business-Conversations. Her goal is to empower sales professionals with the ability to engage prospects in Authentic-Business-Conversations and high-level problem solving. Learn the art of asking high impact questions, which eliminate assumptions and lead prospects to move deeper into relationship with you and your company.

Doors open at 7:15am for breakfast and networking. Note the location for this program only: Marriott Fairview Park in Falls Church!

Join Amy as she shows you how to change the quality of your sales conversations by anticipating and eliminating stalls and objections that are often glossed over by salespeople.

Here is what you will learn:

• Understand the difference between a stall and an objection
• Diagnose why your opportunities are stalled
• Employ advanced questioning that allows you to anticipate, uncover and eliminate potential stalls and objections
• Stop taking Prospects’ statements at face value
• Utilize The Devil’s Advocate approach to test the reality of what your Prospect told you
• Stop the continuous cycle of “checking in” with your Prospect
• Dramatically shorten your sales cycles
• Control your sale by mastering the art of asking questions

EARLY BIRD PRICING for this program ($10 OFF) ENDS APRIL 5!


Amy Hardin is a proven sales development expert, an award-winning sales trainer, and a dynamic speaker with over 20 years of experience selling, managing, training and consulting with hundreds of companies. Amy is the Founder and CEO of SELLect Sales Development and SELLect Online. Prior to founding SELLect Sales Development, she served as managing partner for a national sales training firm and held sales and management positions in the telecommunications, technology, banking, hotel/hospitality, recruiting and staffing industries. She earned a Bachelor of Business Administration degree from Baylor University with concentrations in Marketing and Management Information Systems.

Amy’s business experience gives her rapid insight and broad business fluency that is unique in her field. She advises and trains local, national and international businesses, ranging from start-up sole proprietors to enterprise corporations. Her ability to bring clarity and solutions to tough sales, management, hiring and leadership challenges attracts clients from a wide range of industries, such as high tech, publishing, web technologies, design, marketing, banking, financial services, social commerce, telecommunications, construction, engineering, manufacturing, retail services, accounting, legal, professional services, staffing and executive placement.

Amy is the creator of the SELLect SELLing System, a methodology built upon consultative sales processes, behavioral changes and rock-solid skills which clients can put into practice immediately. Her training, management and coaching drives new levels of sales performance for individuals and teams. The results are accelerated sales, revenue and profitability.

Marriott Fairview Park
3111 Fairview Park Drive
Falls Church, Virginia 22042


USE the promo code "springbreak" for $10 off.

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