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    Overcoming Objections: The Dynamic Manager’s Handbook On How To Handle Sales Objections
    Overcoming Objections: The Dynamic Manager’s Handbook On How To Handle Sales Objections
    Overcoming Objections: The Dynamic Manager’s Handbook On How To Handle Sales Objections
    Ebook52 pages41 minutes

    Overcoming Objections: The Dynamic Manager’s Handbook On How To Handle Sales Objections

    By Dave Donelson

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    About this ebook

    To overcome objections, be an ally to your customers, not their adversary. Don’t try to prove them wrong for refusing to buy your product, create a way for them to buy it. Don’t demonstrate their ignorance, educate them so they can make better-informed decisions. In other words, don’t overcome their objections, answer their questions instead. Above all, don’t strive to win the argument, concentrate on winning the sale.

    “Objections In Four Steps” takes the salesperson through a revolutionary, no-conflict method of overcoming objections while strengthening bonds with the customer.

    “Four Non-Price Objections” explores several obstacles to closing the sale that don’t have anything to do with the price of your product or service.

    “The Path Around Price Objections” is something every salesperson needs on nearly every sale. Learn how to determine whether the customer is objecting or simply negotiating, then how to get past the objection to close the sale.

    “The Maybe Challenge” explains how to answer the four deadliest words in sales: “I’ll think about it.”

    LanguageEnglish
    PublisherDave Donelson
    Release dateMay 24, 2011
    ISBN9781458172099
    Overcoming Objections: The Dynamic Manager’s Handbook On How To Handle Sales Objections
    Author

    Dave Donelson

    Dave Donelson’s world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.

    Read more from Dave Donelson

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      Book preview

      Overcoming Objections - Dave Donelson

      Overcoming Objections

      The Dynamic Manager’s Handbook On

      How To Handle Sales Objections

      by Dave Donelson

      Donelson SDA, Inc.

      Copyright 2011 Dave Donelson

      ISBN: 978-1458172099

      Smashwords Edition

      A note from the author

      The Dynamic Manager Handbooks are for entrepreneurs, managers, and others who want to succeed in small business by learning more about management techniques, operations, and best practices. Each volume in the collection is devoted to a single topic. The material was extracted from the Dynamic Manager Guides, my series of books based on my experiences as a business journalist, consultant, and entrepreneur.

      Table Of Contents

      Chapter 1 Objections In Four Steps

      Chapter 2 Four Non-Price Objections

      Chapter 3 The Path Around Price Objections

      Chapter 4 The Maybe Challenge

      About Dave Donelson

      Chapter 1

      Objections In Four Steps

      "The first step in handling an objection is to listen to the prospect."

      Among people not in sales, the misperception persists that a salesperson makes a living by glibly making presentations, overcoming objections with snappy comebacks, and closing sales with slick, smooth verbal maneuvers. That may be the way you sell aluminum siding to the dimwitted, but it’s not the way you sell anything to an even minimally intelligent businessperson or today’s educated, wary consumer.

      But the image persists, perpetuated by books and training programs constructed around Sure-fire Answers to Every Objection and Make Objections Disappear in Three Easy Steps. I confess that my sales training programs—just like this book—devote a section to handling objections. That perception of the salesperson as an objection-fighter is so pervasive I couldn’t sell them without one.

      But my approach to managing objections is very different from the traditional one. That’s because I don’t believe you win sales by winning arguments with your customers. And that’s what overcoming objections really is—trying to win an argument.

      What Is An Objection?

      In the broadest sense, an objection is any obstacle that prevents the prospect from buying your proposal. It can be a totally irrational reason to not buy that the prospect believes to be absolutely true. He may believe your product is inferior to your competitor’s, for example, or that he doesn’t need what you are selling. The reality may be different, but the prospect’s perception is what matters.

      It may also be a maneuver that the prospect is using to satisfy an internal need. He may tell you the price is too high or that your proposal includes some feature that he doesn’t want. The purpose of the maneuver is to get you to change your proposal in some way to better fit his perceived needs.

      Many, many times, a prospect will object—or throw up an obstacle to buying—simply because that’s his job. Prospects in business-to-business sales are professional buyers, even if their title isn’t purchasing manager. It’s part of their function as decision makers in their companies to

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