Handling Objections in Sales
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788776816087
Table of contents: title: Content; title: 1. Overview of the Ebook; title: 1.1. Introduction; title: 1.2. Overcoming Objections and the Basic Sales Process; title: 1.3. General Skills Required for Overcoming Customer Objections; title: 1.4. Identifying the Source of Objections; title: 1.5. Handling Objections; title: 1.6. More Techniques for Handling Objections; title: 2. Overcoming Objections and the Basic Sales Process; title: 2.1. Introduction; title: 2.2. The Changing Face of Sales; title: 2.3. The Development of the Selling Function; title: 3. General Skills Overcoming Objections Requires; title: 3.1. Introduction; title: 3.2. Listening and Communication Skills; title: 3.3. Problem Solving Skills; title: 3.4. Interpersonal Skills; title: 3.5. Persuasion Skills; title: 3.6. Customer Service Skills; title: 3.7. Integrity; title: 4. Identifying the Source of Objections; title: 4.1. Introduction; title: 4.2. Identifying the Root of the Objection; title: 4.3. Failure to Create Desire; title: 4.4. Failure to Be Perceived as an Expert; title: 4.5. Presentation Killers; title: 5. Overcoming Common Objections; title: 5.1. Introduction; title: 5.2. Common Objections; title: 6. More Techniques for Overcoming Objections; title: 6.1. Introduction; title: 6.2. Get to It First; title: 6.3. Silence is Golden; title: 6.4. Thank Them; title: 6.5. Empathize; title: 7. Resources