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Overcoming Client Objections in Sales Meetings
Overview
Jul 13
1:00 - 2:00pm ET
WEBINARS ARE ALSO INCLUDED WITH A MIRRENDIRECT SUBSCRIPTION. LEARN ABOUT OUR 30-DAY NO-FEE TRIAL >
This Session
In this training session, we’ll review how to preempt and overcome the ten most common objections that agencies encounter when selling prospects. We’ll look at situations involving the presentation of proposals and proactive prospecting meetings.
Once you learn how to address common objections, you will find your fear decreases, your confidence increases – and your conversion rate jumps. In fact, you’ll come to realize that an objection is simply a form of engagement and request for more information.
Training Materials
Following the webinar, you will be provided with digital access to view the session recording.
Who Should Attend
This session is designed for those new business team members involved in sales meetings with prospects.
Overcoming Client Objections in Sales Meetings
About the instructor
Brent Hodgins
Managing Director | Mirren Business Development
Brent Hodgins is the Managing Director at Mirren, a firm that specializes in organic growth and new business training for agencies in digital, PR, advertising, media, experiential and more. Each year, more than 900 agencies now participate in Mirren’s annual conference, training programs, and webinars (www.mirren.com). Their team has now trained CEOs and their senior management teams in every major region around the world.
Brent is highly competitive as he rallies his agency clients to build the infrastructure necessary for consistent growth – applying methods that are more innovative and efficient. He believes that growing an agency is not about throwing more money at it. Rather, it’s how you organize the resources you already have in place. He can also be heard encouraging agency teams to stop submissively bowing down to their clients. “As soon as you put the client up on a pedestal, you lower your position in their mind. It’s a downward spiral from there. If you bring a high level of expertise to the table, then take a stand and command the respect you deserve as a peer.”
His approach to converting organic growth and new business is down to a science – strategic and methodical – but often contrarian. Too many agencies are using the same old dated methods. And, often with no consistency whatsoever. If no one breaks from this sea of sameness, nothing will change.
Brent began his career in account management at Leo Burnett, where he worked on Kellogg’s, Johnson & Johnson and McDonald’s. Later at TBWA\Chiat\Day he launched their digital group in New York, before moving into new business at Wieden + Kennedy.
After 10 years in New York, Mirren moved its offices to Seattle. Brent resides in the Ballard area with his wife and son.