Stepp Stevens Sydnor - 15 Oct

32 SALES
OBJECTIONS
EASILY
COUNTERED

A Quick and Easy Guide to
Countering the Most Common
Sales Objections, Stalls, and
Pushbacks with Words That Work

STEPP STEVENS SYDNOR

32 SALES OBJECTIONS EASILY COUNTERED

A QUICK AND EASY GUIDE TO COUNTERING THE MOST COMMON SALES OBJECTIONS, STALLS, AND PUSHBACKS WITH WORDS THAT WORK

Copyright 2015 Stepp Stevens Sydnor.

All rights reserved. No part of this book may be used or reproduced by any means, graphic, electronic, or mechanical, including photocopying, recording, taping or by any information storage retrieval system without the written permission of the author except in the case of brief quotations embodied in critical articles and reviews.

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ISBN: 978-1-4917-7451-9 (sc)

ISBN: 978-1-4917-7450-2 (e)

Library of Congress Control Number: 2015913629

iUniverse rev. date: 10/07/2015

CONTENTS

Stepps hard-earned expertise is so simple yet so profound. Practice the art of countering objections, and a year from today everything sales will change in your organization!

Pamela Walters, executive vice president, the Devine Group, Inc.

Stepp provides truly insightful feedback that only someone with an extremely high conceptual understanding of the sales process can provide. His coaching during the implementation of our new sales process has been invaluable not only to my sales team but to me as the manager.

Elliott Gray, sales manager, Comcast Business

It has been my pleasure to work with Stepp for over five years. He is indeed the true professional in every aspect of his work.

Ron Howell, Action Business Consulting

Stepp Sydnor has the secret sauce needed to maximize meaningful sales success. He can help unlock hidden opportunities and drive meaningful results.

Sean Lofton, sales director, SMB Outside Sales, Comcast Business

Stepps methods work. Those who use them excel.

Dave Pickens, CEO/owner, Cynergy Technology

Stepps unique and distinctive approach in handling objections significantly simplifies the sales process Well worth the time spent to listen to his techniques!

Claudia Hernandez, sales manager, Comcast Advanced Services

Stepp, you brought us into the twenty-first century with an extremely effective sales process. Thank you, my friend!

Matt Nellenback, president, Leons Signs Inc.

I never spend time with Stepp Sydnor that I dont leave thinking at a higher level. I know this book will do the same for all who want to learn about sales and how to succeed in this vital area of life.

Kim Beckham, author of Hidden Dangers: Combating Threats to Healthy Relationships , speaker, and performance coach

Having worked with Stepp at two companies now, I can tell that his techniques are proven and time tested!

Steve Walsh, regional vice president, Comcast

Stepps ability to process large amounts of information and articulate it in a simple and understandable format is benchmark!

Hildred White, business consultant

Stepp is a great storyteller If you havent heard Stepp tell one of his stories, then you are missing out. Stepps stories are filled with life lessons and business savvy, which I frequently use when coaching my sales teams. Gets results and many times even a laugh out loud.

Connie White, sales consultant and coach

Stepp brings a straightforward approach to the sales process. Through proven tools and tactics, Stepp has created a repeatable blueprint to deliver daily results.

Elton Hart, national field sales senior director, Comcast

Thanks to Stepps 2MeetingClose Seminars, by adding a success story, my sales have increased 25 percent in one months time.

Doug Million, 1 st Choice Personnel

I just finished your program! It was a marvelous program that taught me a tremendous amount. Ive begun implementing as many of your principles as I can and seeing positive results.

Eric R. Armstrong, Texas Realtor

Stepps programs consistently deliver results. In session after session Ive seen his audiences come alive with the understanding of how they can apply the principles of sales, communication, and relationship building in order to excel in the work they do each day. He gives you the tools to naturally master and grow confident in the sales process, and he is a delight to work with!

Jordan Mercedes, RePurpose Work

Stepp in a word? Amazing! He is a master at teaching communication and negotiation skills that have had a tremendous impact on my ability to retain customers.

Jim Hayden , account manager, Cox Business Services, Rancho Santa Margarita, California

In following Stepps approach, we effectively addressed our workplace communication problems improved revenues from ten million to forty million. We indeed had a turnaround, thanks to his concise and doable tips for improved interaction.

Gulam Harji, plant manager, Hood Packaging

When it comes to using creative analogies to present new ideas, Stepp is exceptional! From a little bit of pressure over an extended period to time creates desired change to C (compensation) x F (frequency) = Revenue, Stepp never leaves the participant without a nugget to reinforce the learning.

Shirley Askew, president, Q Unlimited Performance Management Consulting

Stepps top-producer approach helped us become the number-one store out of 455 Sams Club stores nationwide!

George Cunningham, Sams Club

By implementing Stepps awesome sales coaching strategies and tactics, our market has increased 17 percent over the last couple of months. I am so thankful for the guidance and direction and will never go back to my old ways of coaching.

Jonathan Ray, field sales manager, Comcast

Thank you so much for wonderful, detailed classes. I learned a lot and have increased my real estate business! I highly recommend this information to seasoned and new agents!

Barbara Curry, Realtor, SFR, CFS

To my grandchildren,

Jackson and Sylvie Sydnor

I would like to thank the following people, who have helped to inspire me, encourage me, and keep me motivated on this project. Thank you to my wife, Misty, for spending precious time during the evening editing this manuscript. You are wonderfully amazing. To my book-writing accountability team, Randy Stevenson and Kim Beckham, you have been so valuable in keeping me on task as well as offering up great ideas. And special thanks to Bobbie Woods. If you didnt singlehandedly manage our customers needs, I couldnt have done much of any of this.

Prospect and buyer objections are just part of the sales job.

During my thirty-five years in the business of selling, I experienced almost every objection imaginable. I started as an account representative for a technology distributor, selling motherboard component parts and mil-spec connectors. The company gave me absolutely no sales training and a territory that had zero customers. My target buyers were purchasing agents for the defense industry. In my first year, I made many mistakes and collected a hundred nos for every yes (or at least it seemed like it). Because of my need to support a young family, quitting wasnt an option. My saving grace, and eventual success, was due to a sales mentor Id sought out as well as investing my own resources in books and seminars and growing from my mistakes.