Chapter 15
Handling Objections Like a Pro
In This Chapter
Recognizing the upside to objections
Understanding different types of objections
Anticipating and pre-empting objections in your presentation
Being aware of verbal and nonverbal signals
Making sure you’re answering the real objection
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 ...
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