Vaincre les objections des clients - 5e éd.

"You are too expensive", "It doesn't interest me", "I'll think about it", "Leave me alone, I'm sorry to be out of business by phone", "Your company is too young"... All the objections that can make a sale go wrong. How can I answer them?Michaël Aguilar gives you all his advice and techniques to effectively defeat the rebuttals and conclude a sale successfully. You will discover in this book:• the different families of objections and the rules of rebuttal (advices, traps to avoid, behaviours to adopt, bases of non-verbal language);• how to adapt your rebuttal technique to your client's psychological profile;• how to overcome the 64 classic objections and overcome the 11 price objections.This 5th edition, completely reviewed and enriched with new objections, offers operational advice and concrete examples to master the art of rebuttal. Whether you are a commercial negotiator, business engineer, chief of the