Dealing With Difficult Buyers

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Dealing with Difficult Buyers

Author : Dianna Booher
Publisher : AudioInk
ISBN 13 : 1935124145
Total Pages : 28 pages
Book Rating : 4.9/5 (351 download)

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Book Synopsis Dealing with Difficult Buyers by : Dianna Booher

Download or read book Dealing with Difficult Buyers written by Dianna Booher and published by AudioInk. This book was released on 2012-01-30 with total page 28 pages. Available in PDF, EPUB and Kindle. Book excerpt: All successful salespeople have to deal with them. It's part of doing business--handling the dreaded difficult buyer or blocker. To understand what makes them tick and to turn them around from foe to friend is essential if you want to earn a lucrative piece of the business they control. Dianna Booher has done it again with her in-depth insights on human behavior. She gives you the roadmap into the difficult buyer's mind so you navigate your way to a more successful sales outcome. Dianna is an internationally recognized executive communication and sales expert and author of 45 books, published in 26 countries, and in 20 foreign languages. Learn tips and tactics to deal with the staller, the helpless, whiner, the know-it-all, the tyrant, the incompetent, and a number of types you've encounter along the way. Don't let one negative gatekeeper stand in your way of serving all the rest of your customers.

Dealing with Difficult Buyers: Quick Tips to Turn Frustration Into Sales and Satisfaction

Author :
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (19 download)

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Book Synopsis Dealing with Difficult Buyers: Quick Tips to Turn Frustration Into Sales and Satisfaction by :

Download or read book Dealing with Difficult Buyers: Quick Tips to Turn Frustration Into Sales and Satisfaction written by and published by . This book was released on 19?? with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

How to Deal with Difficult Customers

Author : Dave Anderson
Publisher : John Wiley & Sons
ISBN 13 : 1118761618
Total Pages : 123 pages
Book Rating : 4.1/5 (187 download)

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Book Synopsis How to Deal with Difficult Customers by : Dave Anderson

Download or read book How to Deal with Difficult Customers written by Dave Anderson and published by John Wiley & Sons. This book was released on 2013-05-21 with total page 123 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for How to Deal with Difficult Customers "The application of the ten key strategies in this book will help every sales professional learn how to deal with the truly difficult and how to avoid creating unnecessary difficulties. It's written with the same wit, humor, and inspiration that have made Anderson's prior books so effective." --Margaret Callihan, President, Chairman, and CEO, SunTrust Bank, Florida "Anderson knocks another one out of the park with How to Deal with Difficult Customers! The problem is real; Anderson's solutions make sense and, as always, he makes you laugh in the process." --Mike Roscoe, Editor in Chief, Dealer Magazine "I could not put this book down. It's a salesperson's bible, offering clear and concise how-to advice. If you're in the selling profession and want to sell more, you should read this book . . . twice." --Warren Lada, Senior Vice President, Saga Communications "An individual executing the ideas within this book will change their own life and their organization. No one has the gift like Anderson to articulate the importance character plays in maximizing potential." --Mike Tomberlin, CEO, The Tomberlin Group "Throw out all your other sales manuals. Anderson's new book will change the way you look at customers, the way your salespeople look at themselves, and, quite frankly, the way you look at the sales process." --Dan Janal, President, PRleads.com "What are you waiting for? We all have difficult customers. If you're tired of leaving money on the table because you can't handle them, read this book. If your good customers are turning into difficult customers, read this book. If you want to deliver results year-in and year-out, read, re-read, and apply the lessons of this book." --Randy Pennington, author, Results Rule!

Dealing with Difficult Buyers

Author : Dianna Booher
Publisher : Booher Research Institute
ISBN 13 :
Total Pages : 24 pages
Book Rating : 4./5 ( download)

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Book Synopsis Dealing with Difficult Buyers by : Dianna Booher

Download or read book Dealing with Difficult Buyers written by Dianna Booher and published by Booher Research Institute. This book was released on 2012-01-30 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt: All successful salespeople have to deal with difficult buyers from time to time. It's part of doing business––handling the dreaded difficult buyer or blocker. To understand what makes these difficult personalities tick and to transform them from foe to friend is essential if you want to earn a lucrative piece of the business they control. You’ll learn tips and tactics to deal with these difficult customers: · The Staller · The Helpless · The Whiner · The Know-it-all · The Tyrant · The Incompetent · The Recluse · The Hostile hostage · The Powerless Potentate · and a number of types you've encountered along the way. Don't let one negative gatekeeper stand in your way of serving the rest of your customers! Selling to big companies may be your norm—but it doesn’t have to mean a time-consuming, frustrating experience. Consider the basics of how to deal with customers, and then identify the necessary tweaks to upgrade those selling skills Dealing with difficult customers is just another “must-know” skill every top salesperson must master in the era of information overload and a plethora of buying choices. As an award-winning salesperson, you’ll never stop just knowing how to deal with customers. Why? Because bosses assign the tough accounts to their best performers. Author Dianna Booher has done it again with her in-depth insights on human behavior and buying psychology. She gives you a clear roadmap into the difficult buyer's mind so you can navigate your way to a more successful sales result. She’s an internationally recognized executive communication and sales expert and author of 49 books, published in 62 foreign-language editions.

Selling Is Hard. Buying Is Harder.

Author : Garin Hess
Publisher : Greenleaf Book Group
ISBN 13 : 1632992957
Total Pages : 298 pages
Book Rating : 4.6/5 (329 download)

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Book Synopsis Selling Is Hard. Buying Is Harder. by : Garin Hess

Download or read book Selling Is Hard. Buying Is Harder. written by Garin Hess and published by Greenleaf Book Group. This book was released on 2020-06-16 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Enable Your Buyers for Faster B2B Sales What drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier. Focus on making buying easier and your prospects will buy from you faster and more often. Sales teams can shorten the sales cycle by as much as 68% when they learn to equip their champion—the people promoting their solution inside the target account—using the DEEP-C™ buyer enablement framework: Discover, Engage, Equip, Personalize, and Coach. This book guides sales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.

Dirty Little Secrets

Author : Sharon Drew Morgen
Publisher : Morgen Facilitations Inc
ISBN 13 : 0964355396
Total Pages : 272 pages
Book Rating : 4.9/5 (643 download)

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Book Synopsis Dirty Little Secrets by : Sharon Drew Morgen

Download or read book Dirty Little Secrets written by Sharon Drew Morgen and published by Morgen Facilitations Inc. This book was released on 2009-10 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: What is stopping you from closing all of the sales you deserve to close? Hint: it's not you, not your solution, and not the buyer. It's the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 'dirty little secrets' that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can't buy and sellers can't sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation(R) model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: "Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today." Ken Blanchard, coauthor of The One Minute Manager "Morgen's Buying Facilitation(R) is light years ahead of the rest of the field." Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: "Because of this book, we'll never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: It's crystal clear and easy to understand, and necessary for any serious sales professional." Jeff Blackwell, Founder SalesPractice.com "This book is a dead-on analysis of how buying decisions get made." Anne Miller, author Metaphorically Selling "Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy." Michael Norton, Founder CanDoGo.com "Dirty Little Secrets takes us inside our buyer's decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution." Jill Konrath, author Selling to Big Companies "Revealing the secret to how people really buy has been untouched... until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making." Lee J. Colan, author Sticking to It "Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach." Britton Manasco, Principal Manasco Marketing Partners "This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation(R) will be a natural part of our sales process." Reg Nordman, Managing Partner Rocket Builders "Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide." Mark Dallmeir, CEO The ROBB Group Holdings "Sharon Drew's Buying Facilitation(R) model is the only approach that manages the off-line decision making. We've used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional." Jack Hubbard, CEO St. Meyer & Hubbard. "Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of 'manipulating' people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact." Gil Friend, CEO Natural Logic

Solution Selling: Creating Buyers in Difficult Selling Markets

Author : Michael T. Bosworth
Publisher : McGraw-Hill Companies
ISBN 13 :
Total Pages : 278 pages
Book Rating : 4.3/5 ( download)

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Book Synopsis Solution Selling: Creating Buyers in Difficult Selling Markets by : Michael T. Bosworth

Download or read book Solution Selling: Creating Buyers in Difficult Selling Markets written by Michael T. Bosworth and published by McGraw-Hill Companies. This book was released on 1995 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.

How to Make a Million Dollars a Year Flipping Houses

Author : Jerry Norton
Publisher : eBookIt.com
ISBN 13 : 1456623478
Total Pages : 93 pages
Book Rating : 4.4/5 (566 download)

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Book Synopsis How to Make a Million Dollars a Year Flipping Houses by : Jerry Norton

Download or read book How to Make a Million Dollars a Year Flipping Houses written by Jerry Norton and published by eBookIt.com. This book was released on 2014-12-03 with total page 93 pages. Available in PDF, EPUB and Kindle. Book excerpt: If done correctly and with the right system, flipping houses should be a million dollar a year business. After doing hundreds of deals, the nation's most highly sought after expert reveals his exact system to find, analyze, renovate and sell houses earning $25,000 (or more) per deal. From construction worker to millionaire, Jerry not only shows you his comprehensive, step-by step system to flip 40 deals (or more) per year in any market, regardless of expertise or experience, you will also learn how to: -Set up follow a step-by-step systematic approach to each aspect of the business -Beat the competition to the best deals -Consistently find deals each and every month -Accurately estimate repair costs on any deal in 15 minutes or less -Identify the ideal property and area to flip houses -Sell your properties in 30 days or less -Renovate a home with no delays even if you have no experience -Select the exact materials and the design to attract the ideal buyer -Organize and maintain a budget -Effectively find and manage the best subcontractors to do all the work -Determine the precise after-repair value (ARV) of any deal -Find unlimited sources of other people's money (OPM) to fund your deals -Put the system and team in place to leverage your time (remove yourself from the model) Finally a practical, easy to follow approach to flipping houses. With dozens of examples and case studies, you finally have the blueprint to make a million dollars a year flipping houses...

First Time Home Buyers Practical Guide

Author : Norah Sherrod
Publisher :
ISBN 13 :
Total Pages : 118 pages
Book Rating : 4.6/5 (295 download)

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Book Synopsis First Time Home Buyers Practical Guide by : Norah Sherrod

Download or read book First Time Home Buyers Practical Guide written by Norah Sherrod and published by . This book was released on 2020-03-22 with total page 118 pages. Available in PDF, EPUB and Kindle. Book excerpt: Have you ever thought about purchasing your first dream home, but are you scared to handle the whole process? Maybe you already had an idea about going into the real estate business? Would you like to have a guide that would nail every single detail you need to know about real estate investing? If you answered "Yes" to at least one of these questions, then keep reading... "FIRST TIME HOME BUYERS HANDBOOK" - a complete guide that is going to teach you the most important things you need to know about real estate for both - purchasing your own dream property and building massive real estate investing business. Having a big beautiful house is one of those things that almost every person has dreamed about. But almost every single one of those dreamers knows how difficult of a process it can be if you don't know the rules of this industry. After more than 10 years of selling, buying, and renting dream properties, Nora Sherrod decided to create a guide that would help every single dreamer to fulfill his or her goal as a successful first-time and many time purchase. Here is just a short brief of what you are going to get out of this book: To RENT or to BUY Step-by-step guide on how to set out your needs and priorities for your dream house How to deal with mortgages and loans First steps into real estate investing business How to hendle entire home buying procedure without going crazy The Potential of Buying a House at Auction Most common real estate investing mistakes you must avoid Much much more... It may look that buying real estate can be the most difficult financial decision in your life, but going through this book, you will learn how to make this process as easy and as professional as possible. Now it is your turn to take action. Scroll up, click on "Buy Now" and discover the most important real estate secrets!

How to Sell Anything to Anybody

Author : Joe Girard
Publisher : Simon and Schuster
ISBN 13 : 0743273966
Total Pages : 196 pages
Book Rating : 4.7/5 (432 download)

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Book Synopsis How to Sell Anything to Anybody by : Joe Girard

Download or read book How to Sell Anything to Anybody written by Joe Girard and published by Simon and Schuster. This book was released on 2006-02-07 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

Improve Your Customer Experience

Author : Les Riley
Publisher :
ISBN 13 :
Total Pages : 124 pages
Book Rating : 4.6/5 (648 download)

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Book Synopsis Improve Your Customer Experience by : Les Riley

Download or read book Improve Your Customer Experience written by Les Riley and published by . This book was released on 2020-07-08 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introducing the most effective techniques for transforming negative customer experiences into positive success stories.Do your customer service skills leave something to be desired? Do customer complaints make you want to stick your fingers in your ears? Are you at a loss as to what to do when someone has a negative experience with your business and wants the whole world to know about it? Relax. Take a deep breath. And remember that your customers are your business's lifeblood. If you take care of them, they'll take care of you. So how do you get those unhappy customers on your side? In Improve Your Customer Experience, we bring customer service to the forefront and explore the benefits of unhappy customers (yes, there are benefits), how to react to them, and how to convert them. Simple persuasion tactics, customer service techniques, and compassion for their experience are all methods you'll learn about that will help you transform your customers' experience. Through the art of communication, with just a dash of negotiation, you'll be able to give even the toughest customers a reason to smile. In addition, you'll discover: The secret to effective verbal communication How to better understand your customers Why empathy matters the most in customer communications How the 80/20 rule applies to customer service What NOT to do when it comes to customer experience And much, much more! You don't have to tear your hair out when dealing with difficult customers. You can turn the situation around in a way that will benefit everyone. You just have to know the right techniques. If you're ready to transform your customer service skills to help your business reach new heights, click "add to cart."

Dealing with Challenging Customers in Sales

Author : Jeff Shore
Publisher :
ISBN 13 : 9780988491557
Total Pages : 80 pages
Book Rating : 4.4/5 (915 download)

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Book Synopsis Dealing with Challenging Customers in Sales by : Jeff Shore

Download or read book Dealing with Challenging Customers in Sales written by Jeff Shore and published by . This book was released on 2019-08-15 with total page 80 pages. Available in PDF, EPUB and Kindle. Book excerpt: We've all had them. They are inevitable in the world of sales. They come in various forms and styles, but come they will. And how we deal with them will directly determine our level of sales success. Who are they? They are the "Challenging Customers".To be certain, challenging customers will require more energy than most, but they also represent a market share that too many in our profession simply dismiss. In this short book I identify seven types of difficult buyers and share insights into how you can guide each of them through a positive purchasing process. You'll discover that the problem is not typically related to the buyer's character as much as it is about their purchasing style. Once you gain that mindset, you will expand your pool of potential purchasers and be on your way to establishing a distinct advantage over your competitors.

Critical Selling

Author : Nick Kane
Publisher : John Wiley & Sons
ISBN 13 : 1119052556
Total Pages : 230 pages
Book Rating : 4.1/5 (19 download)

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Book Synopsis Critical Selling by : Nick Kane

Download or read book Critical Selling written by Nick Kane and published by John Wiley & Sons. This book was released on 2015-10-19 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.

The Complete Idiot's Guide to Selling Your Home

Author : Katie Severance
Publisher : Dorling Kindersley Ltd
ISBN 13 : 0241883598
Total Pages : 445 pages
Book Rating : 4.2/5 (418 download)

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Book Synopsis The Complete Idiot's Guide to Selling Your Home by : Katie Severance

Download or read book The Complete Idiot's Guide to Selling Your Home written by Katie Severance and published by Dorling Kindersley Ltd. This book was released on 2010-01-05 with total page 445 pages. Available in PDF, EPUB and Kindle. Book excerpt: In good times and bad, the home-seller's bible... In today's uncertain real estate market, sellers are deeply concerned with getting the most value for their homes. Now more than ever, readers need books that will help them find the most effective ways to make their homes attractive to buyers, save money, and make the sales process easier. this unique guide will teach readers everything real estate agents and brokers know - and more! Reflects changes in the real estate market in the past several years, and explains how to deal with the market no matter when the reader is looking to sell.

When Buyers Say No

Author : Tom Hopkins
Publisher : Business Plus
ISBN 13 : 1455550582
Total Pages : 221 pages
Book Rating : 4.4/5 (555 download)

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Book Synopsis When Buyers Say No by : Tom Hopkins

Download or read book When Buyers Say No written by Tom Hopkins and published by Business Plus. This book was released on 2014-04-01 with total page 221 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key. It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships. There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.

Major Sales

Author : Thomas V. Bonoma
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (318 download)

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Book Synopsis Major Sales by : Thomas V. Bonoma

Download or read book Major Sales written by Thomas V. Bonoma and published by . This book was released on 2006 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Selling the Tough Buyer

Author : William Huggins
Publisher : Adams Media Corporation
ISBN 13 : 9781558501614
Total Pages : 142 pages
Book Rating : 4.5/5 (16 download)

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Book Synopsis Selling the Tough Buyer by : William Huggins

Download or read book Selling the Tough Buyer written by William Huggins and published by Adams Media Corporation. This book was released on 1992 with total page 142 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you know a "Buyer from Hell"? Most salespeople do. Many sales reps, however, don't have the skills to conquer "big obstacles". These big obstacles require big counter-measures. In dealing with tough buyers, salespeople must be prepared to call on their own larger-than-life resources. William R. Huggins, a 35-year sales manager and trainer, has important insights on the tough buyer, as well as a wealth of practical, proven methods for closing a sale with the most difficult prospect. Huggins shows how to employ simple techniques that will enhance personal presence and put sellers on an even playing field with their tough-to-sell contacts. Learn how to: -- Identify the new buyers and buying procedures. Learn how to recognize and overcome these new obstacles. -- Create a need for your product in today's tough market. -- Distinguish the main types of tough buyers. -- Neutralize a prospect's existing relationship with your competition. -- Appeal to the emotional needs of the buyer. -- Overcome buyers who interrupt the flow of your presentation.