Sales people who are good at handling objections stand out from the crowd. However, many find this part of selling very challenging. This practical book will show you how to deal with objections raised by your buyer during a sales presentation or call. By the end of this book you should understand the following: why buyers usually object and what lies behind those objections; why objections are sometimes invalid and just excuses that hide the real objection; and why objections are often buying signals. You should know also how to do the following: meet and handle your most common objections through constructive, positive discussion with your buyer; not take objections as a form of outright rejection; deal with buyer excuses for not buying; and use objection handling technique as a way of closing the sale. This book is aimed at sales people at all stages in their selling careers and is written by two experienced selling professionals who also work in sales training, coaching and... More > mentoring.< Less
