Chapter 6: The Selling Process – Presentation and Handling Objections
Chapter Outline
6.0 Learning Outcomes
6.1 Preparation: Your Key to Success
6.2 Making Your Presentation Work
6.3 How to Use SPIN Selling in Your Sales Call
6.4 Putting It All Together
6.5 Objections Are Opportunities to Build Relationships
6.6 Types of Objections and How to Handle Them
6.7 Selling U: How to Overcome Objections in a Job Interview
6.8 Key Takeaways & Terms
6.9 Test Your Knowledge
6.10 Exercises
6.11 Chapter References
