Selling the Tough Buyer: A Nonadversarial Approach

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.Huggins, William is the author of 'Selling the Tough Buyer: A Nonadversarial Approach' with ISBN 9781558501614 and ISBN 1558501614.