When it comes to rejection in sales, you must create an empowering mindset around contacting, prospecting and starting conversations with prospects. Sales professionals can become someone who has far less fear around rejection in sales. Once in a conversation, objections will naturally arise and a sales professional must be prepared for those as well. There are simple and skillful ways to be prepared for and handle objections.
Join sales experts Michael Krause and Andrea Waltz as they bring together two of the most important pieces to any salesperson’s toolkit: handling rejection and objections!
Andrea Waltz will share her simple and powerful mindset for overcoming fears of failure and rejection in selling. Michael Krause will be sharing his high impact lessons for handling objections in the most effective way a sales professional can to maximize their opportunities to move the sale forward.
During this session, Mike Krause and Andrea Waltz will tackle the most common issues salespeople deal with regarding rejection and objections such as:
How to create a mindset where ‘no’ is not discouraging.
What to say when a customer says they are not ready.
How to maintain a no-pressure attitude which will attract clients and prospects to you.
What to say when a prospect says that your price is too high.
Mike Krause knows the challenges sales leaders and business professionals face every day, having sold well over $100 million in products and services in his twenty years of professional sales, consistently achieving high levels of success in sales, management and training. He is a seasoned veteran of driving and achieving quantifiable results across a wide array of business models and organization sizes.
Since running his first lemonade stand at the age of seven, Mike’s proven approach to sales is to roll up his sleeves, jump into the trenches with his client’s salespeople and do whatever it takes to teach them his customized tools, tactics and strategies to generate income and strengthen positive branding.
From building a landscape company from inception to 130 accounts in two years to being recognized as a top producer in each of the Fortune 500 companies for which he worked, Mike always exceeds his goals. Mike funded his undergraduate education at St. Bonaventure University with his landscaping company and later obtained a Master’s degree in Strategic Leadership with a concentration in entrepreneurship from Roberts Wesleyan College.
After spending over twelve years in Corporate America, Mike discovered his true passion in helping business leaders and sales professionals achieve their sales objectives more rapidly through his highly effective selling processes. His previous book, Sell or Sink: Strategies, Tactics and Tools Every Business Leader Must Know to Stay Afloat! is available online through Amazon and Barnes & Noble.
My latest book, SMART Prospecting: That Works Every Time! (McGraw Hill, March 2013)blends old school proven sales strategies with new age tactics and technology that make all sales people more productive and more effective. My clients have measured 40 to 65 percent growth in prospecting calls and increases of 22 percent in closed sales. In fact, Brian Tracy, universally acknowledged self-help author, motivational speaker, entrepreneur, business coach and keynote speaker − and 18 other top selling experts − endorse SMART Prospecting, “This is a terrific, intelligent book that shows you how to get in front of more and better prospects−faster than ever before.”
Today, Mike Krause is the president and founder of Sales Sense Solutions, Inc. where he delivers measurable results with his clients using Fortune 500 strategies, tactics, and tools. The company’s mission is to customize Fortune 500 sales experience and success systems for small and mid-sized companies. In addition to his thriving consulting work, Krause is an in-demand speaker and has received numerous awards for his acclaimed training programs. In his spare time, Mike enjoys piloting his sailboat on the Great Lakes, having successfully earned his marine captain’s license three years ago.
To your sales success!
Michael D. Krause
Author | Consultant | Strategist MDKrause.com
Best Selling Author:
SMART Prospecting That Works Every Time!