- PDF eBook: 144 pages
- Author: STEPP STEVENS SYDNOR
- Published: 2015
A Quick and Easy Guide to Countering the Most Common Sales Objections, Stalls, and Pushbacks with Words That Work
From the book’s Basics:
Prospect and buyer objections are just part of the sales job. During my thirty-five years in the business of selling, I experienced almost every objection imaginable. I started as an account
representative for a technology distributor, selling motherboard component parts and mil-spec connectors. The company gave me absolutely no sales training and a territory that had zero customers.
My target buyers were purchasing agents for the defense industry. In my first year, I made many mistakes and collected a hundred nos for every yes (or at least it seemed like it). Because of my need to support a young family, quitting wasn’t an option. My saving grace, and eventual success, was due to a sales mentor I’d sought out as well as investing my own resources in books and seminars and growing from my mistakes.
I had to realize that buyers object to just about everything. And the more seasoned the buyers, the more intelligent their strategies. I was clueless when I started in sales. Objections from potential buyers felt like personal attacks on my character. I found that getting a meeting was very easy and that most buyers would agree to meet with me. However, I wasn’t prepared for the buyer/seller politics and negotiation tactics used by buyers and prospects.
Through bad experiences and more losses than wins, I began to understand the importance of mastering sales techniques. And one skill set I needed the most was countering buyer objections. It’s just the way the selling world works. Prospect and buyer objections are part of the job. So before we get started, let’s review a few quick basics you need in order to be equipped to counter sales objections effectively.
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