Rainmaking & Sales Tactics: Overcoming Objections

Doerr, John

• 13 Useful Rules For Handling Objections In The Sales Process

Green, Charles H.

• Don't Handle Objections Like Snakes

Maher, Barry

• Why Do You Charge So Much? Because I Can. Motivate With Value, Not Price

McLaughlin, Michael W.

• Risky Business: Addressing The Concerns That Can Stop Sales

Schultz, Mike and John Doerr

• Overcoming A Client's Lack Of Urgency To Close The Sale
• 4 Things To Do When Clients Pressure You for Lower Fees

Weiss, Alan

•  Off The Wall, A Column By Alan Weiss: The Martial Arts Of Selling