Publisher's Synopsis
One of the most misunderstood parts of the selling profession is the term Objection and the process of handling one. Many sales people fear the customers objections because they do not understand that they are actually a good thing. They will give you the reason why the customer will buy. Unfortunately many sales people spend their whole presentation worrying about objections when they should be looking for them and embrace them and say "hot dog that's what they are going to buy on." Objections are really questions that your client has that are holding them back from making their purchase. Answering their questions removes the barrier. There is a right wrong way and a right way to handle objections and we provide the correct formula in this book and totally explain how to do it. There are many words people use that turn the customer off and cause you to loose the sale. We show which ones not to use and what to use in their place. Answering objections is not trickery as many feel. The solution is often finding the right reason and solving it when other reasons have been presented. We provide over 25 ways to discover why your client will purchase your products or services. These tools or skills are essential for success. When you are done reading this book you will have discovered a way to dramatically increase your sales and earning power.
