December 2014
Intermediate to advanced
352 pages
5h 27m
English
Content preview from Brilliant Selling
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In traditional sales training, salespeople are often taught to ‘overcome’ an objection. If you were buying, would you really like your objection ‘overcome’? You would surely feel more comfortable if any objection was handled sensitively and addressed sensibly.
An objection is a reservation, or concern, about some aspect of a service/product that may prevent a sale taking place. The old adage here is correct – objections can be buying signals. They suggest that there is interest. Stony silence or a definite no indicates you have less chance of completing the sale! Objections may just be the buyer suggesting:
- ‘Give me more information before ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.