Objection Handling in New Business Situations
About This Webinar
In this session, we’ll review how to pre-empt and overcome the most common objections that agencies encounter when selling prospects in competitive review and proactive prospecting situations.
We’ll focus in on the twelve areas of pushback that agencies most often experience – and specifically how to address each. As we move through...
In this session, we’ll review how to pre-empt and overcome the most common objections that agencies encounter when selling prospects in competitive review and proactive prospecting situations.
We’ll focus in on the twelve areas of pushback that agencies most often experience – and specifically how to address each. As we move through the training, you’ll see that learning just a few underlying principles will improve your ability to handle all situations.
In fact, once you learn how to address these common objections, you will find your fear decreases – and your conversion rate increases. You’ll come to realize that an objection is just a form of request for more relevant information.
Training Materials
Following the session, you will be provided with 1 week of recording access.
Who Should Attend
This training will be most relevant for those prospect-facing team members involved in pitching new business (whether dedicated to new business or being pulled in from accounts).
Instructors
Sharon Honjiyo
Director, Agency Growth Strategy
Sharon is Director, Agency Growth Strategy 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 700 agencies participate in Mirren’s annual conference, training programs, and webinars (www.mirren.com). Their team has trained CEOs and their senior management teams in every region around the world.
Sharon brings senior experience on both the client and agency side. Having managed roster agencies and run competitive reviews–in addition to running accounts and RFPs at her agencies–she provides tremendous insight in her training.
At Mirren, she empowers agency teams by training on client acquisition, retention, and growth. Achieving this, however, requires becoming a more proactive, strategic business partner. In fact, she believes there are many untapped revenue opportunities for agencies. “As a client, I regularly experienced my agencies missing many of our strategic needs that would have resulted in significant additional work.”
Sharon spent a good portion of her career leading account management and strategy at a number of agencies, including DDB, HL2, and Hornall Anderson Design. She was instrumental in leading client relationship training, organic growth, and numerous new business pitches. Prior to joining Mirren, she led the brand marketing team at Holland America Line, a premium cruise line within Carnival Corporation–the world’s largest leisure travel company.
Originally from the San Francisco Bay Area, Sharon currently lives in Seattle with her husband.
Other webinars you might like
The New Role of Account Leadership
Industry Forecast: What’s Ahead for the Agency Business (Guest Speaker)
Making Smarter Pitch Go/No-Go Decisions (Includes Guide)
All sessions are free with your Premium or All Access subscription to MirrenDirect.
Get started with our 30-day no-fee trial.
Learn More Notify me of new sessions