25 Toughest Sales Objections-and How to Overcome Them Paperback – June 13, 2011

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.

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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.

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 solvesNegotiation is not just about priceDiscounting is not a strategy its a tacticBest 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.