25 Toughest Sales Objections-and How to Overcome Them

by Schiffman, Stephan

• ISBN13: 9780071767378
• ISBN10: 0071767371
• Edition: 1st
• Format: Paperback
• Copyright: 2011-06-13
• Publisher: McGraw-Hill Education

Summary

The secrets to turning common sales objections into big opportunities! It costs too much... It's not good enough... We're switching to overseas vendors... Let me think about it... NO... The 25 Toughest Sales Challenges-and How to Overcome Themhelps 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 Themempowers you to become the buyer's trusted problem solver and bypass future objections before they even arise.

Author Biography

Stephan Schiffman is the founder and former president of Dei Sales, Which has trained more than 500,000 professionals in over 9000 companies during the past 30 years. Mr. Schiffman, who has written dozens of books that have sold millions of copies; lives in New York City.

Table of Contents

Acknowledgements	p. xi
Preface: When is an Objection not an Objection?	p. xiii
Introduction: Why do People Buy Stuff?	p. xvii
Give Me A Better Price Price is a negotiating point We can always find a better price, but it's going to be at the expense of something else	p. 1
I Want to Compare Prices With Another Vendor How to recognize if this is a genuine client concern or just a delay tactic	p. 11
I Don't Need the Product or Service How to understand what the customer's really saying.	p. 19
We Don't Need Some of the Product's Features How to determine the difference between what your customer thinks he wants and what he really wants.	p. 27
This isn't the Kind of Thing our Customers Need How to figure out your client's real problem	p. 37
It's Not Good Enough How to meet the challenge of quality head on.	p. 45
Your Product or Service is Outdated Times are changing rapidly-but a thorough knowledge of your industry and your products or services can be a powerful weapon.	p. 55
I Really Hate the Rep You? Or the previous rep? How to overcome the reputation of your company.	p. 63
Your Company Has A Bad Track Record How to rebuild trust.	p. 71
We're Switching to Overseas Vendors How to deal with the challenge of outsourcing.	p. 81
You Have Not Offered Me One Real Reason to Buy How to understand what the customer wants you to say.	p. 89
YOur Product or Service Doesn't Fit in With Our Companies Culture How to comprehend the client's company's culture.	p. 97
I Cannot Get Delivery When I Need it How to, approach the problem of delivery.	p. 107
I Can Get the Product Somewhere Else How to figure out your unique selling proposition.	p. 117
I Need to Think About it How to get the client to commit.	p. 125
You Haven't Been Honest With me How to decide what to be open about.	p. 133
I'm Getting Out Of the Business Your Product or Service Is Aimed At How to look ahead.	p. 141
If I Buy It, I'll Lose My Job! How to reassure the client.	p. 149
We Are Happy With Our Current Vendor How to define your competition.	p. 157
We Don't Need Any At this Time How to clinch future sales.	p. 187
Everything You Say is True How to overcome the nondecision decision.	p. 176
I'm Worried About it How to get past the words to the problem.	p. 183
I Am An Idiot How to deal with incompetent managers or buyers. Sometimes they're the best people to sell to.	p. 191
I Make the Decisions; There is No One Else to See How to get past the guardians of the upper echelons.	p. 198
No! How to change a true objection into a sales opportunity.	p. 207
Index	p. 215
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