Justin Zappulla
Managing Partner
Janek Performance Group

Handling Objections as a Trusted Advisor


Instead of looking at objections as a sign of doom, successful sales professionals consider them opportunities instead – opportunities to learn more about the customer and to further discuss issues that are important to him or her. Smart reps seek to overcome a customer objection only after striving to understand what the core issue is. What’s more, a rep who is truly a “trusted advisor” to the customer will consider whether it’s possible to overcome the objection and satisfy the customer’s needs, or agree that the solution being discussed isn’t a good fit for the customer. In this webinar, learn how to respond to customer objections in a way that strengthens your position as a trusted advisor. You’ll learn:

  • Why questions are your most important tool when you encounter an objection, and how to use them
  • Why it’s important to demonstrate empathy to your prospects in order to find middle ground with them
  • How you can alter your mindset towards objections
Course Format:  Webinar
Length:  Audio run time is 47:20
Recorded On: 11/3/2016

About the Presenter


Justin Zappulla is a managing partner at Janek Performance Group, a sales performance company that prides itself on delivering measurable return on investment for its training clients. Zappulla has worked with a global clientele in industries including technology, finance, consumer goods, healthcare, and manufacturing. With extensive sales performance management and training expertise, he works with hundreds of companies to develop and implement strategic sales performance solutions. Justin is coauthor of Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals.