O'Reilly logo

BSS: Great Selling Skills by Bob Etherington

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Dealing with the classic sales objections

1.   We do. Often you will find that, although your questioning has been exemplary and you believe that you have a complete picture of your customer’s “worries” and “wants”, actually your customer wasn’t listening properly all the time. When you endeavour to finalize the sale an objection is raised, “But we really need a supplier who can deliver bathroom AND occasionally kitchen equipment. Your service is all bathroom oriented. We really need a more all-encompassing supplier.”

As CEO of the county’s fastest expanding complete bathroom and kitchen supplier you want to shout, “Weren’t you listening a couple of meetings ago? I asked you about kitchen services and you said you weren’t interested. Now you’ve ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required