Handling Sales Objections: Strategies to Win
Sponsored by: Canon Solutions America
Speakers: Larry Vaughn, Sales Manager, Commercial Print and Mail Division, Thomas Printworks; Theresa Cloutier, SVP Marketing & Customer Experience, DMM, Inc.; and Barbara A. Pellow, Manager, Pellow and Partners, LLC
Customer objections are an unavoidable part of selling. While many sales reps often think of a customer objection as rejection, it is not. A sales objection is a request for more information, not a refusal. Successful sales reps view objections as an opportunity to provide customers with thoughtful responses to alleviate concerns, change minds, and win customers. Sales people need to look at objections as an opportunity to advance a sale.
This webinar will highlight the 5 most common sales objections that print sales reps encounter and offer strategies to convert those objections into sales. Leveraging recently conducted NAPCO Research, we will explore how to deal with topics including:
- I don’t see the value in print.
- Print and mail is too expensive; digital channels are better and budgets are tight
- Print is not measurable
- Print is not engaging
- Personalization has no impact; we don’t see an ROI or lift as a result of personalization
Sponsored by Canon Solutions America
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