Chapter 15

Handling Objections Like a Pro

In This Chapter

arrow Recognizing the upside to objections

arrow Understanding different types of objections

arrow Anticipating and pre-empting objections in your presentation

arrow Being aware of verbal and nonverbal signals

arrow Making sure you’re answering the real objection

arrow Addressing objections on the fly

Most people — not just salespeople — dislike objections. They break up the flow of your presentation. They introduce conflict. And they can rattle even the best of salespeople. But the way in which you deal — or don’t deal — with objections can make or break the success of your presentation. A variety of different objection-handling techniques are available — some good, some dated, and some just plain silly, but two things are clear:

  • You need a process. Things happen quickly in a presentation. If you don’t have a process to fall back on, you can lose your place ...

Get Sales Presentations For Dummies now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.