Overcoming Objections: The Dynamic Manager's Handbook on How to Handle Sales Objections

To overcome objections, be an ally to your customers, not their adversary. Don't try to prove them wrong for refusing to buy your product, create a way for them to buy it. Don't demonstrate their ignorance, educate them so they can make better-informed decisions. In other words, don't overcome their objections, answer their questions instead. Above all, don't strive to win the argument, concentrate on winning the sale."Objections In Four Steps" takes the salesperson through a revolutionary, no-conflict method of overcoming objections while strengthening bonds with the customer."Four Non-Price Objections" explores several obstacles to closing the sale that don't have anything to do with the price of your product or service."The Path Around Price Objections" is something every salesperson needs on nearly every sale. Learn how to determine whether the customer is objecting or simply negotiating, then how to get past the objection to close the sale."The Maybe Challenge" explains how to answer the four deadliest words in sales: "I'll think about it." Dave Donelson's world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.