Sales objections can appear anywhere along the way of a sale. Whether voiced or unvoiced, sales objections are the single greatest source of a sale failing to successfully close.
The subject of how-to-handle sales objections has probably drawn more attention in the world of sales training than any other single subject.
A salesperson who can consistently handle the sales objections which come his way, and successfully close his sales, despite almost any other shortcoming the salesperson may have, will be highly sought after and among the most highly paid individuals on the planet.
The good news is that sales objections come in only two basic categories, and despite the nearly unlimited variation in which these two-categories of objections seem to show up, they can one-and-all be dissolved out of the way of closing a sale by the use of the simple, Four-Step-Formula for handling objections, as presented in Chapter 9, Handling Objections and Other Trouble Shooting, in the sales training manual, HOW TO SELL – Clear and Simple (www.HowToSellClearAndSimple.com
If a sale is not moving forward, you can be certain that there is one or more unhandled sales objections lurking. A salesperson who is familiar with the use of the Four-Step-Formula will find himself surprisingly successful in smoothly closing more and more of his sales. And the longer he keeps at it, the more he will discover the building up of his confidence and ability in the handling of sales objections.
(c) 2004, 2005, 2006, Harry Frisch, STI Publishing. All Rights Reserved.
Handling the Greatest Source of Failed Closes - To learn more about this author, visit Harry Frisch's Website.
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Harry Frisch
(Visit Harry's Website)
Harry Frisch is the author of the popular
new sales training book, available at ww
w.HowToSellClearAndSimple.com
Mr. Frisch has won numerous awards,
selling a remarkably wide range of
products and services to all levels of
business and industry, as well as retail
to the public. (Partial list includes:
ReMax real estate, Saturn automobiles,
audio-video equipment, specialty clothing,
Honda automobiles, self-improvement
courses, big ticket in-home sales, fine
art by phone sales, door-to-door book
sales... just to name a few.)
In addition to being a Master Salesman, he
is an accomplished writer and humorist, an
inspiring educator, an in-demand business
consultant, and an expert in the field of
human behavior.
Mr. Frisch earned his B.A. from Boston
University and did his graduate work at
the University of Michigan and Hunter
College, and has additionally been
affiliated with City College of New York
(CCNY) and New York University, (NYU).
Mr. Frisch is also the author of HOW TO BE
A SUPER SALESMAN…and Still Respect
Yourself in the Morning, and the powerful
HOW TO SELL -- Clear and Simple Course.
To receive his newsletter of sales tips,
write Newsletter@STIPublishing.com
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