How to handle the 25 most frequently
encountered customer objections and convert them into
All sales people, whether veteran sales managers or
new-to-the-job sales representatives, encounter, again and again,
the same objections from their customers, such as:
"Your price is too high."
"I'm not interested."
"I'll take it up with my management."
"I'm satisfied with my present suppliers."
"I'm too busy."
"Drop something in the
"I'll think about it."
If not handled properly, such objections can become obstacles
On the other hand, customer objections don't have to be a
stumbling block for the well-prepared sales person. Such
objections actually present excellent opportunities for
finalising sales. With the right perspective and preparation, you
can not only prevent your customers from raising many of the
typical objections, but successfully handle those that do arise.
Written by an internationally acknowledged sales expert, this
book is packed with proven, time-tested objection-handling tips
for many different kinds of sales situations retail,
service, and business-to-business sales. Likewise, the author
deals with objections which can arise in different forms of
contact with prospects and customers, such as face-to-face or
telephone contact, or contact by mail or through formal, written
proposals. It will get you thinking about how to successfully
handle objections and clock more sales.
Do-it-Yourself Exercises and Examples of real-life situations.