The Power of Selling, 2010a

14. [7] Felice Philip Verrecchia, “How to Identify and Overcome Objections,” Edward Lowe Peerspectives,
August 11, 2004,http://www.bankseta.org.za/downloads/faisII/benefits/objections.pdf (accessed October
24, 2009).
15. [8] Felice Philip Verrecchia, “How to Identify and Overcome Objections,” Edward Lowe Peerspectives,
August 11,
2004, http://www.edwardlowe.org/index.elf?page=sserc&storyid=6407&function=story (accessed
October 24, 2009).
16. [9] Charles M. Futrell, Fundamentals of Selling: Customers for Life through Service, 10th ed. (New York:
McGraw-Hill Irwin, 2008), 385.
17. [10] Leslie M. Schultz, “Guaranteed Advantage,” Inc., June 1,
1984,http://www.inc.com/magazine/19840601/7042.html (accessed October 24, 2009).
18. [11] Charles M. Futrell, Fundamentals of Selling: Customers for Life through Service, 10th ed. (New York:
McGraw-Hill Irwin, 2008), 386
19. [12] Rick Weber, “How to Overcome the Price Objection,” Trailer/Body Builders, January 1,
2003, http://trailer-bodybuilders.com/mag/trucks_overcome_price_objection (accessed November 7,
2009).
20. [13] Tom Reilly, “What Is a Fair Price?” Tom Reilly
Training,http://www.tomreillytraining.com/CPO%20article%205.htm (accessed November 11, 2009).
21. [14] Lance Baird, “Overcoming the Price Objection,” B2B Insights Blog, October 1,
2009,http://www.godfrey.com/blog/post/2009/10/01/276 (accessed November 7, 2009).
22. [15] Jack Carroll, “Your Price is too High—Not!” Inc., December 7,
1998,http://www.inc.com/articles/1998/12/14304.html (accessed November 22, 2009).
23. [16] Charles M. Futrell, Fundamentals of Selling: Customers for Life through Service, 10th ed. (New York:
McGraw-Hill Irwin, 2008), 378.
24. [17] Pam Lontos, “10 Strategies for Dealing with Objections,”
FrogPond,http://www.frogpond.com/articles.cfm?articleid=plontos12 (accessed October 24, 2009).
25. [18] Jeffrey Gitomer, “I’d Like to Think about It—and Other Sales Stalls,” video, June 22,
2009, http://www.youtube.com/watch?v=cCyf8af78A8&feature=related (accessed October 24, 2009).
Saylor URL: http://www.saylor.org/books
Saylor.org
537