References

Boe, J. (2019, October 23). Overcome Objections and Close the Sale.  Agency Sales. Retrieved from http://www.johnboe.com/articles/close_the_sale.html .

Futrell, C. (2008).  Fundamentals of Selling: Customers for Life through Service (10th ed). New York: McGraw-Hill Irwin, 385.

Gitomer, J. (2009, June 22). I’d like to think about it-and other sales stalls. [YouTube video]. Retrieved from http://www.youtube.com/watch?v=cCyf8af78A8&feature=related

Gonzalez, B. (2019, October 23). The 7 most common sales objections by prospects & how to overcome them. Hubspot. Retrieved from https://blog.hubspot.com/sales/the-5-most-common-objections-during-prospecting-and-how-to-overcome-them

Leotta, J. (2010, March 16). Overcoming doubts: the road to a sale is blocked by the prospect’s doubts. Selling Power (20), 2. Retrieved from http://www.sellingpower.com/content/article.php?a=535

Metler, R. (2017, November 9). The 8 best sales trail closing questions to guarantee the deal. Salesforce Search. Retrieved from https://www.salesforcesearch.com/blog/8-best-sales-trial-closing-questions-guarantee-deal/

Rogers, W. (2014, December 5). Effectively handling 4 types of customer objections. Salesforce. Retrieved from https://www.salesforce.com/blog/2014/12/effectively-handling-4-types-customer-objections-cso-gp.html

Verrecchia, F. (2004, August 11). How to identify and overcome objections. Edward Lowe Perspectives. Retrieved from http://www.bankseta.org.za/downloads/faisII/benefits/objections.pdf