Download or read book 25 Common Sales Objections how to Overcome Them written by Bob Taylor and published by . This book was released on 1991 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: Direct and effective, this handy pocket guide not only identifies the most frequent sales objections -- it offers tested-and-proven solutions on how to handle each objection once and for all. A handy, take-it-with-you "pocket coach", it's a great training aid for new sales reps and a refreshing reminder for sales veterans.
Download or read book 25 Common Sales Objections how to Overcome Them written by Bob Taylor and published by . This book was released on 1999 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Objections written by Jeb Blount and published by John Wiley & Sons. This book was released on 2018-06-13 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.
Download or read book 25 Toughest Sales Objections and How to Overcome Them written by Stephan Schiffman and published by McGraw Hill Professional. This book was released on 2011-05-23 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Turn common objections into BIG OPPORTUNITIES! It costs too much… We're switching to overseas vendors… Let me think about it… NO! You can do one of two things when a customer is reluctant to buy: You can back off or go in for the kill. 25 Toughest Sales Objections--and How to Overcome Them helps you choose which direction is the best approach and gives you the tools you need to defl ect that obstacle and make the sale. Bestselling author and renowned sales guru Stephan Schiffman has tapped into his decades of hands-on experience training sales professionals and has boiled his list of objections down to the top 25 most frustrating, universal issues. Through sample dialogues and occasionally humorous examples any salesperson can relate to, Schiffman provides the solutions to help turn any "No" into a done deal. At long last, the sales objection has met its match. Stephan Schiffman provides you with an arsenal that helps you combat any negative response and, in the process, turns perceptions of you from sales rep to ultimate problem solver.
Download or read book Game Plan Selling written by Marc Wayshak and published by Marc Wayshak Communications LLC. This book was released on 2014-01 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's technology-saturated world, information is cheap. The Internet has changed everything for prospects--not to mention for the salespeople who hope to win their business. Prospects no longer need that big sales pitch touting all the features and benefits of a product. What's more, they have come to resent old-school selling techniques. As Marc explains in Game Plan Selling, winning the business of well-informed prospects is very similar to winning in sports. Consistent success--both in sales and on the field--requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion. In this highly practical book, you will learn how to: *Separate yourself from the competition; *Use a simple system to close sales more quickly and with greater frequency; and *Create a personal selling plan to virtually guarantee success.
Download or read book Customer Objections written by Fatih Guner and published by Independently Published. This book was released on 2020-12-19 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Customer Objections eBook, you will find 45 different objections and rejections from prospects with the respective answers you can use to close the sale. This is called objection handling, and it means trying to change the prospects' mind by responding to them to address their concerns.Comprehensive Guide for Objection HandlingWe define objections as breaks in the sales process. Customers often show why they are not going to buy your product or service, giving you a chance to change your approach or update your product/service. Potential customers can always find a reason to push back on what you're offering, whether it's timing, budget concerns, etc.How you behave when a prospective customer pushes back is crucial for your sale. Experienced salespeople deal with rejection with competence. With Customer Objections ebook, you will be equipped with the right communication skills and tactics on objection handling.Useful Dialogs and Actionable TipsWhile handling the customers' concerns can be frustrating, mostly if your conversation is not held in person. But in reality, objections are an opportunity for progress towards a mutual agreement. Any time your prospect raises a concern is a chance for you to establish credibility with them. If you can create more credibility, you will be further near closing the sale.Handling different types of sales objections from prospects will be more comfortable with actionable tips and sample dialogs you will find in this ebook.Price ObjectionsIn the book, you will find price, cost, budget, or ROI related potential customer concerns or objections with descriptions, actionable tips and sample dialogues. To thoroughly justify the cost for the customer, you must handle these price-related objections, using foolproof communication techniques.Trust ObjectionsIf a potential customer has fears related to a sales offer, and you, as a sales professional, try to address those fears with rational arguments, what will happen? The reputation of a salesperson has to be intact from the customer's viewpoint. To build a relationship, demonstrate the value, and establish trust is a hard road. With this book, even if rational arguments don't work, you will overcome trust related objections more comfortable.StallsA stall is a reaction to pressure. A sales professional must demonstrate the value in the sales engagement to bring the customer to the critical decision point. Customers' lack of motivation to make a purchasing decision is frustrating in sales. In this book, you will find the relevant questions for you to be able to close the sale.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Download or read book 32 Sales Objections Easily Countered written by Stepp Stevens Sydnor and published by iUniverse. This book was released on 2015-10-15 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stepps book should be required for anyone in sales! You will be far more equipped for a successful sales career than the vast majority of salespeople out there. Including your competition! - Kevin Knebl, CMECinternational speaker, author, trainer and executive coach This is not just a book. Its a field guide to success. Stepp makes it easy to overcome objections at the point of attack. In a world where we tend to over-think and over-analyze, 32 Sales Objections Easily Countered will make it much easier for sales people to not just take no for an answer, but what they should do with that no. - Skip Miller, author and president, M3 Learning Get the YES! Close more deals and score more opportunities, easily counter sales objections, stalls and pushbacks with proven words that work from Stepp Sydnor. Is this the best price I can get? I want to think it over. We are happy with our current vendor. I cant afford it. I am under contract. Dont lose one more prospective deal to these common objections. Learn to redirect prospects objections into conversations that leave no doubt in their mind to choose you. Ill give you tips, tactics, and strategies that have been proven to improve closing rates. The easy to use directory allows you to quickly find a specific objection with suggestions on what to say and what not to say. The ease of this book and knowledge included will make it an indispensable tool in the field. Get ready for a sales transformation.
Download or read book How To Overcome Auto Sales Objections written by A C Rodriguez and published by Independently Published. This book was released on 2020-08-24 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learning how to overcome the buyer's objections is the key to closing the sale. A successful sales associate knows that objections are simply the manner in which buyers communicate their status in the buying process. When the sales associate learns how to overcome objections and turn or create them to his/her advantage, the number of closed sales will be increased. As a sales professional, it is absolutely vital to understand and to be prepared for the most common sales objections. Mastering every detail and feature of the vehicle is important, but knowing and understanding the true reason for the buyer's objection is equally crucial. When a sales associate has a full understanding of the buyer's wants and needs along with the knowledge of all options and features of the vehicles offered, he/she will be ready to answer and overcome any objection. Sales, by its nature, is associated with objections. Accepting that and knowing how to overcome them by creating credibility and trust is part of the sales process. Overcoming objections can change the buyer's perception of what is being presented and sold. Sales is the art of presenting the vehicle at the exact angle that best suits your conversation with the customer.
Download or read book Power Phone Scripts written by Mike Brooks and published by John Wiley & Sons. This book was released on 2017-06-26 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like: “It costs too much” “We already have a vendor for that” “I’m going to need to think about it” “I need to talk to the boss or committee” and so many others... More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client. Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.
Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Download or read book Reverse Selling written by Brandon Mulrenin and published by . This book was released on 2021-08-13 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Fanatical Prospecting written by Jeb Blount and published by John Wiley & Sons. This book was released on 2015-09-29 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Download or read book Sales Objections written by Philippe Massol and published by . This book was released on 2020-01-27 with total page 58 pages. Available in PDF, EPUB and Kindle. Book excerpt: Any potential customer will resist in front of a salesman: and for that.How to react to an objection? What are the different types of objections ? In this book, we will discuss the main categories of objections and learn how to respond to the most common objections and overcome them more easily. You will then be able to avoid unpleasant situations and deal with unsettling customers or buyers.This book is unique because it will give you a European point of view on how to overcome objections. Its style and approach is complementary to the books you are used to.Content of the book: Why are there objections?The real objections- The client tells you that he's not convinced- The customer tells you that he doesn't understand how the product is going to help him- The client tells you that he needs to think- The client tells you that he needs to talk to someone before he decides- The client tells you he wants to analyze the competition first.- The customer asks you what your competitors are doingStatus quo objections- The customer tells you that he already has a supplier and that he is happy with it.- The customer tells you that he already has a supplier and that he has a good relationship with him.- The client tells you he's working with your competitor...- The client tells you he doesn't need anything.- The client tells you that he's not interested.Postponing- The client tells you he doesn't have time to see you.- The client tells you that now is not the time, that you should call back later or that you should call back in a few months.- The customer asks you to send documentation prior to the interview.- The customer asks you for documentation after the interviewPrice objections- Put the price in perspective- Chunk the price- Sell at a higher price- Add up the gains- Lower your price- I don't have enough money or I don't have a budget...Other objections- Silent objections- Tactical objections- Unsubstantiated objections- It is my policy never to sign for the first time...- Objections that do not deserve a responseConclusion
Download or read book Active Listening 2 0 written by Steve Trang and published by . This book was released on 2020-12 with total page 92 pages. Available in PDF, EPUB and Kindle. Book excerpt: For most of the twentieth century, salespeople were the gatekeepers of data. In order for a prospect to learn more about a product, they had to reach out to the company, and then the salesperson would reach out to the prospect. In modern times, prospects are more educated than ever. They can find out 90 percent or more about your product and industry before they ever have to talk to a salesperson. The best way to overcome this hurdle is to be a better listener than ever before. Your goal as a salesperson is to find out exactly what the prospect wants or needs and give them exactly that. You can't do that if your listening skills are not on point. In this book, we give you the tools necessary to communicate even better with your prospects to figure out how you can serve your clients better than ever before.
Download or read book The High Velocity Sales Organization written by Marc Wayshak and published by Marc Wayshak Communications LLC. This book was released on 2018-08-14 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: The data shows that senior executives today face a stark reality: Sales talent is increasingly difficult to find. Traditional selling strategies no longer work. And salespeople today are more distracted and aimless than ever before. To give their organizations true staying power in this tumultuous new market, company leaders must fundamentally change the way they look at sales-or else succumb to the competition. What today's senior leaders need is a high-velocity sales organization: an organization with the right performers, strategy, and infrastructure in place, allowing it to dramatically increase sales by converting more opportunities at higher prices to more prospects. Drawing on hard data, comprehensive research, and the latest science behind selling, Marc Wayshak has developed a system for building these fully sales-driven organizations. The High-Velocity Sales Organization brings together Wayshak's cutting-edge insights as a leading sales consultant with the latest data to create a step-by-step formula for accelerating a sales-driven company culture-from the top down. This guide for senior executives lays out the exact processes company leaders must implement to achieve the three pillars of a high-velocity sales organization: Performers-Learn to identify, recruit, and retain top performers for a consistent flow of A-player salespeople-and far fewer costly mis-hires Strategy-Develop and implement a self-improving, highly adaptive sales strategy that sets your salespeople apart from the competition Infrastructure-Establish a clear system for building out the right sales processes, with the most effective technology, to hold sales teams accountable
Download or read book The Book of Yes written by Kevin Ward and published by Createspace Independent Publishing Platform. This book was released on 2016-01-20 with total page 152 pages. Available in PDF, EPUB and Kindle. Book excerpt: In The Book of YES, you will find the most powerful scripts in the real estate industry today. If you're tired of the same old sales scripts or if you've done away with them all together, I know how you feel because I've been there. I was tired of seeing the same B.S.(bad sales) approaches and I wanted something that felt more natural for me. So I started creating my own scripts, for the simple reason that I hated being told, "No." For me nothing was worse than that feeling of rejection. I was determined to figure out the perfect thing to say in every situation, and how to say it in a way that would cause sellers and buyers to want to say "Yes!" to me every time. This book is the result of that quest. And I've broken it in two unique parts so you can spend less time reading it, and more time using the life changing scripts inside. Part 1 will give you the foundation for making the scripts work for you. Not just some of the time, but every time! You'll master how to inspire sellers to say "YES" to you giving you the magic key to unlock the success you want as a real estate agent. Part 2 Is the actual scripts that allow you to have smooth, choreographed conversations that lead you down the path to more success and more income. included in this section are... Prospecting scripts for sellers that lead up to the listing appointment. My unique Listing Presentation Scripts with examples of exactly how to deliver them for maximum impact. The Buyer Scripts that I've personally used for years to build my own real estate business from scratch. The Objection scripts that will show you how to overcome any objection with ease and never be scrambling for words when a client throws you a curveball. In all there are 27 scripts in this book that will show you how to handle any situation, conversation, and objection that might come your way. And each script has been tested, tweaked and perfected. How do I know this? Because I've used each and every one of them to close millions of dollars worth of real estate in my nearly 2 decade career. I've also taken the time to include things I've picked up over my career that will help take you beyond the scripts... How to identify resistance and influence triggers so you can naturally use the right words and phrases that gets more clients saying YES to you. My practice techniques for memorizing and using these scripts to their full impact. You won't just be pulling words from your memory, you'll be speaking from the heart so you come across as genuine. The "tiny tweaks" that turn a regular script into something powerful. These seemingly little differences can have a huge impact in the way a prospect or client responds to what you say. The 9 Keys to more powerful conversations that go way beyond just the words you say to a client. I've mastered all 9 of these techniques and each one has made a huge difference in how I present myself to clients. The Book of YES is an action guide, not a book of theory. Think of it as YOUR PLAY BOOK for the key conversations you have with sellers and buyers. Along with the scripts you will find tactical notes on how to use the script, why it works, and when to modify the script for various situations. This book is not about intimidating your clients to agree with you, it's about inspiring them to say YES. And the more they do, the more abundance and success you will have in your life. The ultimate YES is saying YES to your goals, your dreams and your family so you can create the lifestyle that you want.
