Getting Tough Customers to Yes!

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.