To be proactive rather than reactive is an essential focus in successfully managing objections, which is easier said than done. Why? Because being proactive requires anticipating potential negative reactions from our prospects while not compromising a positive mental attitude. The process starts with avoiding objections, and it requires great listening skills to recognize that the difference between a prospect sharing adverse previous experiences, and one truly opposing current recommendations. Join Diane Ciotta will explain the proven-successful technique with powerful methodologies to ensure successful progress through the sales cycle. In this session, participants will walk away with results oriented concepts including knowing the true “no,” categorizing objections, and overcoming opposition with benefits.
Author, speaker and sales trainer
Diane Ciotta has been stimulating a variety of audiences for 26 years with her unique ability to humbly relate to groups while offering a strong and sincere message of accountability.
After two decades in sales and sales management, Ciotta followed her entrepreneurial instincts and established Training Classics in 1989 as a sales refinement company committed to presenting integrity-based techniques. She has influenced countless sales professionals around the country through her high-energy skills enhancement seminars.
As a result of her positive influence and numerous keynote requests, she broadened her focus outside the preverbal sales training box and diversified her company, rebranding it as the Keynote Effect.
Ciotta's philosophies for success have been published in over 60 U.S. magazines and online, as well as in her first book, co-authored with renowned motivational speaker Brian Tracy, Pushing To The Front. Her own book on integrity in business will be available soon. Diane Ciotta was born, raised and happily still resides in central Jersey.