Overcoming Objections: The Dynamic Managers Handbook On How To Handle Sales Objections

Overcoming Objections: The Dynamic Managers Handbook On How To Handle Sales Objections

by Dave Donelson

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Overview

Many obstacles get in the way of closing a sale, but customer objections are the most prevalent. Whether dealing with ever-present price objections or the infuriating “maybe” obstacle, good sellers don’t try to win the argument, they work to win the sale. If you use a jujitsu approach—using the objection’s own weight and momentum to further your goals—you’ll close more sales.

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.”

Product Details

BN ID: 2940012587367
Publisher: Donelson SDA, Inc.
Publication date: 05/24/2011
Series: The Dynamic Manager Handbooks , #10
Sold by: Barnes & Noble
Format: NOOK Book
Sales rank: 924,912
File size: 285 KB

About the Author

The most important skill Dave Donelson learned as a journalist was how to ask questions and truly listen to the answers. That skill helped him in his sales career, too, and was even more important when he became an entrepreneur. Listening to other business owners talk about their successes, failures, experiments and tried-and-true tactics helped him not only avoid repeating their mistakes but encouraged him to persevere and try new strategies. The stories and advice of hundreds of small business owners and managers inspired the Dynamic Manager Guides.

Dave Donelson's careers as a broadcaster, entrepreneur, and writer have taken him to many interesting places, not the least of which is inside hundreds of American businesses. Since 1999, he has been a full time freelance writer, publishing numerous books and regularly contributing to national business magazines and dozens of trade publications serving industries from the automotive aftermarket to sporting goods retailing. He also speaks regularly before groups of all sizes. In previous years, he was an entrepreneur, sales trainer, and management consultant. His clients have included one of every seven commercial TV stations in the US. He's also worked with companies engaged in heavy manufacturing, construction, engineering, industrial sales, general retailing, and consumer services. As an entrepreneur, he founded three companies, owned two TV stations, a steel fabricator, and a construction company, and assisted numerous other businesses in various fields.

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