Handling Objections in Sales

“I’m not interested”

“I’m just looking”

“It costs too much”

If you’ve been in sales for any length of time then you’ve most likely heard these objections more than once!

So how can you overcome the resistance that you face during the sales process? This textbook will cover some of the techniques and strategies that you can use to overcome these objections!

Preface

1. Overview of the Ebook
1.1 Introduction
1.2 Overcoming Objections and the Basic Sales Process
1.3 General Skills Required for Overcoming Customer Objections
1.4 Identifying the Source of Objections
1.5 Handling Objections
1.6 More Techniques for Handling Objections

2. Overcoming Objections and the Basic Sales Process
2.1 Introduction
2.2 The Changing Face of Sales
2.3 The Development of the Selling Function
2.3.1 Sales from Simple Bartering to Profession
2.3.2 Management and Information
2.3.4 Partnership
2.3.4 Education and Enablement

3. General Skills Overcoming Objections Requires
3.1 Introduction
3.2 Listening and Communication Skills
3.3 Problem Solving Skills
3.4 Interpersonal Skills
3.5 Persuasion Skills
3.6 Customer Service Skills
3.7 Integrity

4. Identifying the Source of Objections
4.1 Introduction
4.2 Identifying the Root of the Objection
4.3 Failure to Create Desire
4.4 Failure to Be Perceived as an Expert
4.5 Presentation Killers

5. Overcoming Common Objections
5.1 Introduction
5.2 Common Objections
5.2.1 Price
5.2.2 Selection of Your Company over the Competition
5.2.3 Fear of Change
5.2.4 Timing
5.2.5 Need for Other Input
5.2.6 Personal Politics

6. More Techniques for Overcoming Objections
6.1 Introduction
6.2 Get to It First
6.3 Silence is Golden
6.3 Thank Them
6.4 Empathize

7. Resources

Website:
www.m-t-d.co.uk