Barry Farber's Guide to Handling Sales Objections [NOOK Book]

Overview

"A Guide to Handling Sales Objections

While every salesperson understands that objections are part of the territory,
they are not always ready to handle every one of them on the spot. Barry Farber's
Guide to Handling Sales Objections' handy size makes it easy for any ...
See more details below
Barry Farber's Guide to Handling Sales Objections

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Overview

"A Guide to Handling Sales Objections

While every salesperson understands that objections are part of the territory,
they are not always ready to handle every one of them on the spot. Barry Farber's
Guide to Handling Sales Objections' handy size makes it easy for any salesperson
to carry along on the call, giving him or her the ammunition he or she needs when
those fateful objections come up . . . and they always do.

Each chapter explains a particular family of objections, why they come up, how to
uncover the prospect's real concerns, and how to close the sale. This book is based
on the author's real-world experience-Barry doesn't just write best-selling sales books,
he runs a business that markets products to billion dollar corporations every day. And
it includes "quick tips" not just from Barry, but also from top salespeople in a wide variety
of industries.

Barry Farber is the president of Farber Training Systems and the Diamond Marketing
Group. He is one of America's most dynamic and entertaining speakers and the author
of ten books on sales, management, and personal achievement, including Superstar
Sales Secrets and Diamond Power (both from Career Press). "
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Editorial Reviews

Soundview Executive Book Summaries
Since most salespeople fear objections more than any other aspect of the sales cycle, President of Farber Training Systems Barry Farber has written a pocket guide that provides salespeople with ideas and strategies that offer better ways to overcome objections and close a sale. Filled with tips from dozens of experts in the field, Barry Farber's Guide to Handling Sales Objections presents many examples of objections and delivers tactical replies that can keep the sale on track. Copyright © 2005 Soundview Executive Book Summaries
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Product Details

  • ISBN-13: 9781601638991
  • Publisher: Career Press, Incorporated
  • Publication date: 10/15/2004
  • Sold by: Barnes & Noble
  • Format: eBook
  • File size: 665 KB

Table of Contents

Introduction 7
Chapter 1 What Objections Really Are 15
Chapter 2 The Six-Step Method for Handling Objections 27
Chapter 3 The Ups and Downs of "Feel, Felt, Found" 51
Chapter 4 Getting in the Door: Appointment Objections 57
Chapter 5 What Does It Really Cost: Price Objections 65
Chapter 6 Time, Experience, Credentials, and Need: Objections Continued 77
Chapter 7 10 Mistakes That Annoy Customers and Incite Objections 101
Chapter 8 Confidence: The Great Objection Deflector 117
Chapter 9 Knowing When to Walk Away 127
Chapter 10 Essential Elements of the Sales Cycle 133
Chapter 11 Action Steps for Overcoming Obstacles 155
Index 169
About the Author 173
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