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A Motivational Approach
Fundamentals of Motivation
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act of omission advertising answer attitude avoid behavior better buyer career close the sale companyís cross selling customerís mind dealer deﬁnite develop difﬁcult door emotional expect feel ﬁeld ﬁfteen ﬁnancial ﬁnd ﬁne ﬁre ﬁrst ﬁshing ﬁve gain give going heís important inﬂuence interest inventory inventory turnover isnít keep Letís listen logical look mortician motivational needs never objection ofﬁce opening statement perceived value percent person present price objection problem product features product or service professional proﬁt prospects psychological purchasing agent questions reason results the customer retail RSVP Rule Number sales call sales interview sales manager sales plan sales representative sales training salesman salesmanship salespeople salesperson satisﬁed selling skills speciﬁc Stanley Marcus successful sufﬁcient sure talk target techniques telephone selling tell thereís things tion todayís tomer Whatís wonít Zig Ziglar