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25 Toughest Sales Objections-and How to Overcome Them Paperback – 1 Jul 2011

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Product Description

About the Author

Stephan Schiffman is the founder and former president of DEI Sales, which has trained more than 500,000 professionals in over 9,000 companies during the past 30 years. Mr. Schiffman, who has written dozens of books that have sold millions of copies, lives in New York City.

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Most Helpful Customer Reviews on (beta) 9 reviews
9 of 9 people found the following review helpful
Excellent Advice on How to Close the Sale 8 Jun. 2011
By Bradley Bevers - Published on
Format: Paperback
Sales have been my primary income source for 10 years now, and this book is one of the best I have read. I wish that it had been written years ago when I first started selling. The fact is, every potential buyer will have some objection that you need to overcome. This book will help you give the customer exactly what they are looking for without resorting to down and dirty tactics. If you are selling a great product and believe that the customer needs what you have, then overcoming their objections is the most important thing you can do. In fact, for anyone who sells products they believe in, it is your duty.

The layout of this book is one of its strongest points. Each chapter breaks down an objection with a sample case study, the real problem, ways to overcome the objection, and then how to suit your technique for different personality types (Dominant, Influence, Steadiness, Conscientious). It's easy to read straight through and will serve as a valuable reference when you run up against a seldom used objection and need a refresher.

My favorite chapters are:

Introduction: Why Do People Buy Stuff? - Great information here. Not the focus of the book, but an excellent way to start.

Give Me A Better Price - Explains the harm that can be caused by discounting.

I Want To Compare Prices With Another Vendor - This objection is a frequent one in my experience, and can be frustrating. The approach the author gives here is tactful, honest, and a great way to overcome this common objection.

No! - What to do when the answer really is "No!"

There are a lot of great chapters, and no real duds. Some of them won't apply to your business, but with the layout of the book they can easily be skipped. Excellent book if you are a salesman looking for an honest way to serve your customers better. Highly Recommended.
4 of 4 people found the following review helpful
Good book to have right by your phone 19 Jun. 2012
By Reg Nordman - Published on
Format: Paperback
Another of this prolific sales trainers books. It is worth the read. His approach is logical, simple and straightforward. The basics of selling have not changed and his material is directed at making salespeople effective as well as efficient. We have all heard these objections and his suggestions are designed to strengthen the sale and the salesperson. His comments on cost objections are bang on:

A product only costs too much if the customer believes its value is below its price.
The sales mans job is to fix a dollar quantity to the problem that the product solves
Negotiation is not just about price
Discounting is not a strategy its a tactic

Best line to ask your team. "Is making the sale more important than the terms of the sale?"

Do you know before going in :

How your price compares to comparables in the industry?
The last price your client paid for this product/service?
Are prices set by you or a competitor?
Are prices rising or falling?
Your walkaway number?
The client consequences if he does not buy from you?

Good book to have right by your phone.
3 of 3 people found the following review helpful
Great handbook for handling objections! 1 Nov. 2011
By DRichter - Published on
Format: Paperback Verified Purchase
I've read many "sales" books in my career, but the ones I have purchased from Steve Schiffman are consistently among the best! The most recent one I read: "25 Toughest Sales Objections (and How to Overcome Them)" is outstanding. It is realistic, actionable and gets into the psychology of the objection and what the customer is truly telling you with each objection. It is a must read for anyone who struggles with handling objections. As a matter of fact, I liked it so much I just bought 25 more for my sales team and peers.
1 of 1 people found the following review helpful
Congratulations Steve! 11 Oct. 2011
By William Krol - Published on
Format: Paperback
Steve Schiffman has hit a homerun in his latest book, "25 Toughest Sales Objections." As an experienced Sales Trainer, I have found no one finer than Stephen Schiffman, who is out in the field daily, to write such a comprehensive book. My favorite objections are covered, "We Are Happy with our Current Vendor" and, "We Don't Need Any at this Time!" Grab this book for both new sales people and Sales Professionals!
Excellent Book! 29 Sept. 2011
By Joshua Sanders - Published on
Format: Paperback
Excellent book! Steve Schiffman knows how to zero in on the toughest sales objections. This book has helped me tremendously at work and in life!
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