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 mail."

• "I'll think about it."

If not handled properly, such objections can become obstacles to sales.

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.

Plus: Do-it-Yourself Exercises and Examples of real-life situations.

Bob Taylor is president of Sales Counsellors, a firm based in Glenview, Illinois, USA that provides training aids to large and small companies alike. He is the author of Back to Basic Selling, acclaimed by The Wall Street Journal as one of the best books on selling.

Bob has conducted seminars throughout the United States, Canada, and Latin America and has received numerous awards from the National Society of Sales Training Executives. He is a professional salesman with a record of continuous success in selling. As a professional, he enjoys developing others for the professions of salesmanship, sales training, and sales management.

Bob’s company is a resource for hundreds of training aids and videos. The techniques he teaches are practical and realistic because they were learned from personal, front-line successful selling