A Guide to Handling Sales Objections
While every salesperson understands that objections are part of the territory, they are not always ready to handle every one of them on the spot. Barry Farber's Guide to Handling Sales Objections' handy size makes it easy for any salesperson to carry along on the call, giving him or her the ammunition he or she needs when those fateful objections come up and they always do.
Each chapter explains a particular family of objections, why they come up, how to uncover the prospect's real concerns, and how to close the sale. This book is based on the author's real-world experience Barry doesn't just write best-selling sales books, he runs a business that markets products to billion dollar corporations every day. And it includes quick tips not just from Barry, but also from top sales people in a wide variety of industries.
