TITLE

The Right Way to Handle Objections

AUTHOR(S)
Mseka, Ayo
PUB. DATE
June 2001
SOURCE
Advisor Today;Jun2001, Vol. 96 Issue 6, p31
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
Provides guidelines on how sales agents should handle objections from prospective clients. Importance of listening to what a prospect has to say; How to prevent the prospect from coming up with one objection after another; Questions to be asked from prospective clients.
ACCESSION #
4539043

 

Related Articles

  • You have to ask. McCarthy, John J. // Electrical Wholesaling;Jun99, Vol. 80 Issue 6, p67 

    Part I. Discusses the most common reasons why salespeople sometimes fail to ask for the order of their customers. Different personality types of salespeople; Guidelines to overcome the effects of awe, fear and worry; Clarification of one's position as a professional salesperson.

  • What did you expect? McCarthy, John M. // Electrical Wholesaling;Jul99, Vol. 80 Issue 7, p48 

    Part II. Discusses common reasons for salesmen's failure to make sales. Problem of failure to ask for purchase orders; Salesmen's assumption of customer disinterest; Lack of communication skills in asking for purchase orders; Salesmen's attitudes towards discount requests from customers.

  • Post-sale sales. McCarthy, John J. // Electrical Wholesaling;Oct99, Vol. 80 Issue 10, p70 

    Deals with post-sale obligations of a salesperson. Avoidance of being single-sale-oriented; Development of a follow-up plan; Visualization of the customer's full potential; Utilization of technology to conquer limitations; Circumvention of poor communications with the factory.

  • Overcoming Common Sales Objections. Collins, Jim // Club Industry (07478283);May2002, Vol. 18 Issue 6, p28 

    Part II. Presents advice on handling sales objections. Discussion on common objections; Reasons behind sales objections; Strategy used by sales persons in convincing a prospect.

  • Successful sales calls. Mohler, Jack // Advanced Management Journal (03621863);Summer83, Vol. 48 Issue 3, p30 

    Details several approach that can be used by salespeople to make a successful sale. Characteristics of salespeople; Information on several sales functions; Basic motivators of an individual.

  • Move beyond 'old-time' selling methods. Martin, Rex // Business Journal (Central New York);05/28/99, Vol. 13 Issue 21, p18 

    Comments on the use of old-time selling methods. Author's assertion on the need for salespeople to consider new approaches in selling and contribute to change in the company.

  • DO YOU TRUST A SALESPERSON? Rao, Srikumar S. // Siliconindia;Sep2001, Vol. 5 Issue 9, p12 

    Discusses selling techniques employed by sales personnel in the United States. Approach for identifying prospects that can result in positive outcomes; Comparison of the merits of innovative and traditional sales methods employed by American sales people.

  • If you want to sell, stop chattering and listen. Naude, Colleen // Finance Week;8/31/2001, p38 

    Comments on the value of listening to improve the selling performance of sales people. Importance of listening in increasing awareness of what clients want.

  • Where we're at Where we've been Where we're going. Cover, Bill; Lefton, Robert E. // Training & Development Journal;Nov74, Vol. 28 Issue 11, p3 

    Highlights a panel discussion about sales training featuring top sales trainers in the United States. Increased emphasis of sales behavior; Contributions of behavioral science; Greater acceptance of sales training by management; Trainers' effectiveness in defining the critical aspects of sales...

  • 'Sales Training Never Ends' Falvey, Jack // Training & Development Journal;Nov81, Vol. 35 Issue 11, p40 

    Focuses on sales training. Three things necessary for a sales representative to be successful; Challenges facing sales representatives.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics