Last week I wrote several blogs about objections (see "Overcoming Objections Part One, Two & Three”) that we encounter frequently in the efficiency sales world. In order to be a successful sales professional, you need to be prepared for any and all objections that may arise during the sales process. Getting caught off guard by an objection could cost you a sale, so it’s crucial to plan ahead and know how to respond.
If you find yourself losing sales from time to time because you can’t dispel an objection or myth, I recommend reading 25 Toughest Sales Objections (and How to Overcome Them), by Stephan Schiffman. This book provides numerous examples and sample dialogue for the 25 objections that Schiffman most frequently encountered during his career as a sales professional.
Here’s a summary from Amazon Books:
“You can do one of two things when a customer is reluctant to buy: You can back off or go in for the kill. 25 Toughest Sales Objections--and How to Overcome Them helps you choose which direction is the best approach and gives you the tools you need to deflect that obstacle and make the sale.
Bestselling author and renowned sales guru Stephan Schiffman has tapped into his decades of hands-on experience training sales professionals and has boiled his list of objections down to the top 25 most frustrating, universal issues. Through sample dialogues and occasionally humorous examples any salesperson can relate to, Schiffman provides the solutions to help turn any "No" into a done deal.
At long last, the sales objection has met its match. Stephan Schiffman provides you with an arsenal that helps you combat any negative response and, in the process, turn perceptions of you from sales rep to ultimate problem solver.”
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