Overcoming Objections: The Dynamic Manager’s Handbook On How To Handle Sales Objections by Dave Donelson
Series: The Dynamic Manager Handbooks, Book 10.
Approx. 9,950 words.
Published on May 24, 2011.
Many obstacles get in the way of closing a sale, but customer objections are the most prevalent. Whether dealing with ever-present price objections or the infuriating “maybe” obstacle, good sellers don’t try to win the argument, they work to win the sale. If you use a jujitsu approach—using the objection’s own weight and momentum to further your goals—you’ll close more sales.