Barry Farber's Guide To Handling Sales Objections

Rating:
Summary: Nice small book
Review: The author lists five categories of sales objections: * Appointment Objections * Price Objections * Objections to Time * Exprience * Credentials and * Need. It is arguable if this is enough, but what doesn't seem enough are the methods he cites for handling them (exactly two): a solid six-step method, and (with reservations) the old feel-felt-found formula. It would have been a great book if it would have named even more examples and used them to build a sales (questioning) structure to prevent them from showing up in the first place.