�I can get it
cheaper from a competitor.�
�We�ve used your
product before and didn�t like it.�
�I need to talk to
my partner (spouse, boss, cat) about it.�
Barry Farber�s
Guide to Handling Sales Objections
is about the one thing that many salespeople�especially those just starting
out�fear the most: Objections. That�s when the customer says, �I can�t buy your
product or service because��
While every
salesperson understands that objections are part of the territory, they are not
always ready to handle every one of them on the spot. Barry Farber not only
knows how to handle any objection that can arise, he knows the difference
between techniques that work and tricks intended to fool customers into buying,
but which usually end up losing the sale.
Its handy size
makes it easy for any salesperson to carry along on the call, giving him or her
the ammunition he or she needs when those fateful objections come up�and they
always do. Each chapter explains a particular family of objections, why they
come up, how to uncover the prospect�s real concerns, and how to close the sale.
Barry Farber�s
Guide to Handling Sales Objections
is based on the author�s real-world experience� Barry doesn�t just write
best-selling sales books, he runs a business that markets products to billion
dollar corporations every day. And it includes �quick tips� not
just from Barry, but also from top salespeople in a wide variety of industries.
Barry Farber is
the president of Farber Training Systems and the Diamond Marketing Group. He is
one of America's most dynamic and entertaining speakers and the author of ten books on sales, management, and personal achievement, including Superstar Sales Secrets and Diamond Power.