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23/9/2010
Sydney
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Business Breakfast Series
Objections - friend or foe? A simple plan for transforming objections and resistance in any situation
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Speaker:
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Hugh Gyton
Speaker, author, trainer, coach
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Time:
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7:00am
Breakfast commences 7 for 7.30am, concluding around 8.45am. Coffee/tea/OJ served in foyer and in room from 7am for informal networking. Free seating in breakfast room except for booked tables. Networking facilitators provided at each table except for booked tables unless requested.
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Venue:
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The Tea Room QVB Sydney
Level 3 North End
The Queen Victoria Building
455 George Street
NSW
2000
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Cost:
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$77.00 per person (GST included) Gold/Platinum members receive 25% discount - log in to access
$693.00 per table or group of ten (GST included) Gold/Platinum members receive 25% discount - log in to access
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Profile:
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Every conversation, written and oral, is an opportunity to enhance or damage a relationship and success, socially and professionally, depends on more than just good listening and clear language. It is as much about how we think and behave, as the words we say.
With nearly 30 years’ corporate experience, Hugh now focuses on helping his clients understand effective conversation structure and achieve mastery of its application, whether they need to improve sales, drive cultural change, increase accountability and performance, build trust and engagement, or simply hone their management teams’ internal coaching capability.
“That sounds great, let me think about it.”
“We don’t have the budget.”
“Send me a proposal”
"Why would you want me to do that?"
We have all heard them; push-backs, objections, procrastination but how do you as a manager or sales executive (or even a parent!) move the conversation forward from here? You know your idea is sound, the strategy spot-on and that they should act on it but they're still choosing to process things. They have not emotionally bought in because:
• they are afraid / have concerns / disbelieve you
• there is no urgency to do anything
• they lack information
• they misunderstand you, don't trust you
• they lack the authority
So what now? Simple, give them the C.U.R.E.!
Take-home value:
• simple four step process to manage objections and push-backs effectively
• reduce YOUR fear and anxiety when dealing with resistance
• reduce conflict and tension in conversations
• improved understanding of what is really going on for you and the other party
• enhanced rapport-building skills
• increased ability to influence and get things done
Objections are not the malady, they are the C.U.R.E.
Bring along your most frequent team members stalls and push-backs or your prospects sales objections and come ready to practice for your next high stake conversation because Conversations Matter.
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