Overcoming Objections

Year Published: 1953

Complete Record: Explains and illustrates sales techniques for overcoming customers' objections. Demonstrates in various situations the importance of lessening the objection by listening, converting an objection into a question, softening the difference of opinion by introducing the experience of a neutral third party, applying past experience to the improvement of future sales situations, keeping one's temper, and recognizing customer's real objection. Salesman and client.