Handling the Greatest Source of Failed Closes
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Free PDF Download 6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch |
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.
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Free PDF Download 6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch |
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About the Author: Harry Frisch Harry Frisch is the author of the popular new sales training book, available at www.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 Click here to visit Harry's website.   1 Penetration Selling The Five Steps An Overview Sales Prospecting Overcoming Objections Seven Sales Tips that Consistently Close Sales Improving Your Selling Skills |
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