HANDLING OBJECTIONS AND BEYOND
The Art of Getting People to Change Their Minds
Do you hear the same objections time and again, but you’re still not sure how to address them?
Do you find your meetings with prospects hit a dead end when they tell you, “I’ll think about it …”?
Do you often leave the meeting feeling frustrated; yet you’re not quite sure exactly what to do?
In this information-packed presentation, you’ll learn the importance of having a communication strategy in place for addressing any objections and concerns that come your way. Not only will you learn the difference between a prospect’s conscious and unconscious decision-making process, but you’ll explore a special class of probes designed to “reframe’ the way a prospect or client relates to their own concern or issue. You’ll examine specific dialogues that encourage prospects and clients to engage in an open exchange that gets them to change their own minds and move forward.
As you discover how to give your full attention to what you can control, you’ll learn how to make objections work for you, not against you. You’ll find a renewed sense of energy, focus and hope as your ability to outpace and outperform the competition positions you as a top performer in the business development game.
This unique process is featured in our landmark book “Reversing the Deal Flow” and has been proven effective through more than a decade of research and practical application.
Featured in Every Presentation
The Kelley Group’s information-packed presentations provide proven strategies that can be immediately implemented to help professionals at all levels climb the success ladder. Roleplay and Q&A are included to ensure concepts taught can be instantly integrated into an advisor’s daily practice. Additionally, worksheets and supplemental materials are provided to encourage ongoing execution of learned strategies.
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About Sarano Kelley
Sarano Kelley is the “trainer of choice” for some of Wall Street’s largest firms and was rated the #1 speaker by the Securities Industry Association at Wharton School of Business.
After two decades of research and hands-on experience, his well-defined system for overcoming objections and addressing client concerns is featured in the landmark book “Reversing the Deal Flow: The Secret to Prospects Calling You to Become Clients.” This proven process has helped thousands of advisors significantly increase client acquisitions, leading to a substantial increase in revenues for them and their firms.
Sarano and his highly effective programs have been featured in television shows such as Good Morning America, as a PBS documentary and in various industry news publications.
Sarano has appeared on “Good Morning America” with his bestselling book which has been made into two television shows. In 2020, a landmark PBS documentary was produced about Sarano’s work which was featured on CNN, CNBC and Fox Business.
Number #1 rated speaker, best-selling author, renowned top performance coach, White House media skills trainer, television personality Sarano Kelley is an industry icon.