| Description |
xxvii, 226 pages ; 23 cm |
| Note |
Includes index. |
| Summary |
The 25 Toughest Sales Challenges-and How to Overcome Them helps you reverse buyer resistance by illustrating how and why these frustrating objections come up, what they mean, and what to say and do to neutralize them. Stephan Schiffman offers specific questions that keep the sales dialogue going in the toughest situations. Filled with tips, techniques, and dialogue scripts, The 25 Toughest Sales Challenges-and How Overcome Them empowers you to become the buyer's trusted problem solver and bypass future objections before they even arise. |
| Bibliography |
Includes bibliographical references and index. |
| Contents |
Give me a better price -- I want to compare prices with another vendor -- I don't need the product or service -- We don't need some of the product's features -- This isn't the kind of thing our customers need -- It's not good enough -- Your product or service is outdated -- I really hate the rep -- Your company has a bad track record -- We're switching to overseas vendors -- You have not offered me one real reason to buy -- Your product or service doesn't fit in with our company's culture -- I cannot get delivery when I need it -- I can get the product somewhere else -- I need to think about it -- You haven't been honest with me -- I'm getting out of the business your product or service is aimed at -- If I buy it, I'll lose my job! -- We are happy with our current vendor -- We don't need any at this time -- Everything you say is true -- I'm worried about it -- I am an idiot -- I make the decisions: there is no one else to see -- No! |
| Subject |
Selling.
|
|
Selling. (OCoLC)fst01111969
|
| Added Title |
Twenty-five toughest sales objections (and how to overcome them) |
| ISBN |
9780071767378 (pbk.) |
|
0071767371 (pbk.) |
|
