{"id":405,"date":"2022-02-02T18:32:41","date_gmt":"2022-02-02T23:32:41","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&p=405"},"modified":"2022-02-02T18:32:41","modified_gmt":"2022-02-02T23:32:41","slug":"references-11","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/references-11\/","title":{"raw":"References","rendered":"References"},"content":{"raw":"

Boe, J. (2019, October 23). Overcome Objections and Close the Sale. \u00a0Agency Sales<\/em>. Retrieved from\u00a0http:\/\/www.johnboe.com\/articles\/close_the_sale.html\u00a0<\/a>.<\/p>\r\n

Futrell, C. (2008). \u00a0Fundamentals of Selling: Customers for Life through Service<\/em>\u00a0(10th ed). New York: McGraw-Hill Irwin, 385.<\/p>\r\n

Gitomer, J. (2009, June 22). I\u2019d like to think about it-and other sales stalls. [YouTube video]. Retrieved from\u00a0http:\/\/www.youtube.com\/watch?v=cCyf8af78A8&feature=related<\/a><\/p>\r\n

Gonzalez, B. (2019, October 23). The 7 most common sales objections by prospects & how to overcome them.\u00a0Hubspot.<\/em>\u00a0Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/the-5-most-common-objections-during-prospecting-and-how-to-overcome-them<\/a><\/p>\r\n

Leotta, J. (2010, March 16). Overcoming doubts: the road to a sale is blocked by the prospect\u2019s doubts.\u00a0Selling Power (20),<\/em>\u00a02. Retrieved from\u00a0http:\/\/www.sellingpower.com\/content\/article.php?a=535<\/a><\/p>\r\n

Metler, R. (2017, November 9). The 8 best sales trail closing questions to guarantee the deal.\u00a0Salesforce Search.\u00a0<\/em>Retrieved from\u00a0https:\/\/www.salesforcesearch.com\/blog\/8-best-sales-trial-closing-questions-guarantee-deal\/<\/a><\/p>\r\n

Rogers, W. (2014, December 5). Effectively handling 4 types of customer objections.\u00a0Salesforce.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.salesforce.com\/blog\/2014\/12\/effectively-handling-4-types-customer-objections-cso-gp.html<\/a><\/p>\r\n

Verrecchia, F. (2004, August 11). How to identify and overcome objections. Edward Lowe Perspectives. Retrieved from\u00a0http:\/\/www.bankseta.org.za\/downloads\/faisII\/benefits\/objections.pdf<\/a><\/p>","rendered":"

Boe, J. (2019, October 23). Overcome Objections and Close the Sale. \u00a0Agency Sales<\/em>. Retrieved from\u00a0http:\/\/www.johnboe.com\/articles\/close_the_sale.html\u00a0<\/a>.<\/p>\n

Futrell, C. (2008). \u00a0Fundamentals of Selling: Customers for Life through Service<\/em>\u00a0(10th ed). New York: McGraw-Hill Irwin, 385.<\/p>\n

Gitomer, J. (2009, June 22). I\u2019d like to think about it-and other sales stalls. [YouTube video]. Retrieved from\u00a0http:\/\/www.youtube.com\/watch?v=cCyf8af78A8&feature=related<\/a><\/p>\n

Gonzalez, B. (2019, October 23). The 7 most common sales objections by prospects & how to overcome them.\u00a0Hubspot.<\/em>\u00a0Retrieved from\u00a0https:\/\/blog.hubspot.com\/sales\/the-5-most-common-objections-during-prospecting-and-how-to-overcome-them<\/a><\/p>\n

Leotta, J. (2010, March 16). Overcoming doubts: the road to a sale is blocked by the prospect\u2019s doubts.\u00a0Selling Power (20),<\/em>\u00a02. Retrieved from\u00a0http:\/\/www.sellingpower.com\/content\/article.php?a=535<\/a><\/p>\n

Metler, R. (2017, November 9). The 8 best sales trail closing questions to guarantee the deal.\u00a0Salesforce Search.\u00a0<\/em>Retrieved from\u00a0https:\/\/www.salesforcesearch.com\/blog\/8-best-sales-trial-closing-questions-guarantee-deal\/<\/a><\/p>\n

Rogers, W. (2014, December 5). Effectively handling 4 types of customer objections.\u00a0Salesforce.<\/em>\u00a0Retrieved from\u00a0https:\/\/www.salesforce.com\/blog\/2014\/12\/effectively-handling-4-types-customer-objections-cso-gp.html<\/a><\/p>\n

Verrecchia, F. (2004, August 11). How to identify and overcome objections. Edward Lowe Perspectives. Retrieved from\u00a0http:\/\/www.bankseta.org.za\/downloads\/faisII\/benefits\/objections.pdf<\/a><\/p>\n","protected":false},"author":284,"menu_order":6,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-405","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":191,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/405","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/users\/284"}],"version-history":[{"count":1,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/405\/revisions"}],"predecessor-version":[{"id":406,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/405\/revisions\/406"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/191"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/405\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=405"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=405"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=405"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=405"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}