Details
Overcoming Objections
- What is Overcoming Objections?
- Five Common Objections
- How to Overcome Objections
- Why Price Discounting Doesn't Work
- Five Steps to Answering Objections
- How to Respond to Price Objections
- How to Respond to Lack of Urgency
- How to Respond to Inferior Product Objections
- How to Respond to Internal Politics
- How to Respond to Lack of Resources
- How to Respond to Stalling Tactics
- Do you have the Right Attitude to Overcome Objections?
Influencing
- Why Influencing Matters
- Three Components of Influencing
- Best Practices of Building Rapport
- Best Practices in Questioning
- Best Practices When Presenting a Solution
- How to Influence Key Decision-Makers
- Why Convincing is Important
- How to Use Evidence to Sell Better
- Understanding the Value of Success Stories
- How to Use Articles to Build Credibility
- How to Use Video Interviewing
- How to Engage with Social Media
Closing
- What is Closing the Sale?
- Why LOs Fear Asking for the Business
- How to Ask for the Consumer's Business
- How to Ask for the Referral Source's Business
- Alternate Closing Techniques
- Three Closing Outcomes and Responses
- Closing Outcomes for Referral Sources
- How to Address Customer Concerns
- How to Address Price Concerns
- How to Close Different Decision-Makers
- How to Sell to Different Customer Learning Styles
- What is the Number One Secret to Selling?
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TESTIMONIALS
"I would recommend Pat Sherlock to any size organization for sales and sales culture development. She has her pulse on organizational behavior in the mortgage industry. If you want to grow and maintain the 'selling edge' in your market she has the expertise you need to leverage."
- David Baer, Senior Vice President
WestStar Mortgagez
"Pat Sherlock is a 'student of the mortgage banking game' with real world practical advice and counsel. Her help was invaluable to avoid mistakes that would have cost thousands of dollars in flawed talent assessment or in training strategies that don't work. I heartily recommend Pat and her services."
- Pat Casey, SVP
SunTrust
"One of the premier subject matter experts on how to identify the right people to be mortgage sales professionals, Pat Sherlock is also very adept at helping sales leaders apply techniques to boost the performance of their existing mortgage sales teams. She is one of the best advocates the mortgage industry can have during this time of great change."
- Michael Jablonski, Executive Vice President,
Retail Mortgage Production Manager
BB&T
"QFS Sales Solutions has positively influenced the way I run our business. Thanks again for your research on top mortgage originators."
- Greg Gianoplus, Division Manager
Gateway Bank Mortgage
