Meeting Objections by John Alford Stevenson is a comprehensive guide for sales professionals on how to effectively handle objections from potential customers. The book is divided into three parts, each focusing on a different aspect of objection handling.Part one covers the psychology of objections and explores the reasons why customers object to a sale. Stevenson explains that objections are a natural part of the sales process and are often a sign that the customer is interested in the product or service. He provides ...
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Meeting Objections by John Alford Stevenson is a comprehensive guide for sales professionals on how to effectively handle objections from potential customers. The book is divided into three parts, each focusing on a different aspect of objection handling.Part one covers the psychology of objections and explores the reasons why customers object to a sale. Stevenson explains that objections are a natural part of the sales process and are often a sign that the customer is interested in the product or service. He provides guidance on how to identify the type of objection being raised and how to respond accordingly.Part two delves into the techniques and strategies that sales professionals can use to overcome objections. Stevenson provides a range of practical tips on how to build rapport with customers, how to anticipate objections, and how to use language to persuade and influence.Part three focuses on the specific objections that sales professionals are likely to encounter in different industries and sectors. Stevenson provides detailed examples of objections and offers solutions for how to respond to each one.Overall, Meeting Objections is a valuable resource for sales professionals who want to improve their objection handling skills and increase their success rate. The book is written in a clear and accessible style, making it easy to understand and apply the techniques and strategies outlined within.1921. This book was written for the purpose of giving a practical theory of objections together with answers to the objections which occur most frequently in the sale of life insurance. The beginner will find answers to his immediate difficulties; the experienced salesman will find the material systematically arranged from convenient use. A salesman's success will depend, in a large measure, on the preparation he makes in the selling strategy. Contents: causes of objections; types of objections; methods of meeting objections; salesman's attitude in answering objections; answers to objections; guiding principles for meeting objections.This scarce antiquarian book is a facsimile reprint of the old original and may contain some imperfections such as library marks and notations. Because we believe this work is culturally important, we have made it available as part of our commitment for protecting, preserving, and promoting the world's literature in affordable, high quality, modern editions, that are true to their original work.
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