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 Overcoming Objections How to Close More Sales at Higher Margins Using Proven Strategies written by Carl Henry and published by Henry Associates Press. This book was released on 2016-02-10 with total page 114 pages. Available in PDF, EPUB and Kindle. Book excerpt: In almost every sale, an objection will be raised. How you deal with your customer's concern will often make the difference between a completed order and a missed opportunity. The best salespeople don't become masters at overcoming objections by accident. They can deal with them smoothly and confidently because they get the right information, use the right techniques, and follow a smart strategy for melting buyer resistance. In this short book, Carl Henry will teach you everything you need to know about sales objections, including: what the most common objections are, why customers raise them, how you can diagnose and defeat almost objection, and even when to walk away from a sale. Don't let sales objections stop you in your tracks... and stop you from earning your next commission. Pick up your copy of Overcoming Sales Objections today and learn what it takes to get past customer reluctance and close more sales!
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 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 Handling Sales Objections written by Jeff Shore and published by . This book was released on 2017-07-24 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: If you¿ve been in sales for any length of time you have most certainly had to deal with objections. They are as consistent as the sunrise. Unfortunately, the idea of handling sales objections can create a great deal of angst in the hearts of many salespeople. This book is intended to change that.It is my observation that objections provide opportunities to advance a sale rather than destroy it. As a sales professional, you need to understand that a customer without an objection is not a customer at all. Having an objection means the customer is engaged in the purchase process. And that means you¿re still in the game!This simple mindset change can transform the way you look at sales objections. Rather than experiencing the objection as an obstacle, you can now view it as an opportunity. It means your customer is interacting in the sales process, not impeding it.This is just one of several strategic mindset shifts I¿ll present that will make you an expert at handling sales objections. I guarantee that if you embrace these practices you will find that objections will become your ally, important asset you can leverage in a positive way to help your customer make a satisfying purchase decision.
Download or read book Ronograph Series 500 answers to sales objections written by and published by . This book was released on 1924 with total page 94 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Stop Acting Like a Seller and Start Thinking Like a Buyer written by Jerry Acuff and published by John Wiley & Sons. This book was released on 2010-12-28 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica
Download or read book 500 Answers to Sales Objections written by Ray Giles and published by . This book was released on 1924 with total page 92 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 It s Not about the Coffee written by Howard Behar and published by Penguin. This book was released on 2007 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Starbucks executive reveals how to draw on the successful coffee-house chain's examples in order to promote business success, sharing inside stories about key turning points in Starbucks' history to illustrate how the company came to embrace its philosophy about putting people ahead of profits.
Download or read book Sales EQ written by Jeb Blount and published by John Wiley & Sons. This book was released on 2017-03-20 with total page 327 pages. Available in PDF, EPUB and Kindle. Book excerpt: The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).
Download or read book Crush Price Objections Sales Tactics for Holding Your Ground and Protecting Your Profit written by Tom Reilly and published by McGraw Hill Professional. This book was released on 2010-02-19 with total page 193 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hold the line on price in every transaction—from the leading expert on Value-Added Selling! These days it seems like we’re always in a buyer’s market. But even at a time when the word value is usedinterchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionalsto regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-AddedSelling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. Itprovides tips and tactics for: Developing a price-objection counterattack before you meet with buyers Using questions and compelling presentations to move theconversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating winning bids—on paper and online Crush Price Objections offers you the tactical support you need to focus specifically on price resistance inorder to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stophaggling—and start closing!
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 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 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 Overcoming Objections written by Keith Schreiter and published by Fortune Network Publishing Inc.. This book was released on 2022-05-01 with total page 107 pages. Available in PDF, EPUB and Kindle. Book excerpt: Objections happen. Ouch! We don’t like them. We feel rejected. We begin our defensive mode. It doesn’t have to be this way. Instead, what if: - We knew how to prevent objections? - We could eliminate fear and rejection? - We could easily handle the few remaining objections, and turn them into “yes” decisions? Objections are not a live/die, win/lose, fight-to-the-death verbal combat. Most objections are simply unanswered questions in our prospects’ minds. They want what we have to offer, but uncertainty holds them back. How do we change this scenario? Two ways. #1. Learn how to prevent objections. #2. Exactly how to answer raised objections. The good news? We can master these two ways and totally remove our fear of objections. Now our network marketing business becomes more fun. We will look forward to our conversations with our prospects. More good news? We can agree with our prospects. We can honor their point of view. Our relationship remains strong. And want to turn our skills into superskills? Part two introduces us to the magic of word pictures. Yes, we can transcend many objections by instilling bigger visions. When our prospects' vision is big enough, nothing will stand in their way. Learn the basic objection templates here. See the word-for-word answers that put our prospects back into their buying and joining modes.
Download or read book Objection Free Selling written by Robert P. DeGroot and published by . This book was released on 2016-06-15 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: Objection Free SellingBefore you buy something (this book), what must you believe about it? If you don't believe that, what objection comes to mind? What would it take to establish that belief with you? How else could that be done? What other beliefs must you have before you buy, and how could they be established?Research shows there are ten Buyer Beliefs that cause objections when they are missing or weak. It also shows there are multiple ways to establish each belief. You just proved both statements, didn't you? And now you know that missing Buyer Beliefs cause objections.This unique book contains the knowledge, skills, and strategies you need to prevent, preempt, and respond to every objection you get. And it has what you need to know to "answer the unanswerable" objections.Most salespeople get objections in only three or four of the ten Buyer Belief categories. That means you don't need to learn a new sales model. The one you have now may work fine except in a few places where you're getting objections. All you need to do is plug the correct strategies into your current sales model in the right places to handle these objections. In this comprehensive book, you'll find the core sales skills necessary to establish each Buyer Belief. We've also included examples of how to prevent, preempt, and respond to the 85 most common sales stopping objections. Just open the book and scan the list. You'll recognize the ones you get.Just imagine what it would have been like if your boss on your first day at work in sales had said, "Here's a 'sales strategy book' that has every objection our sales team gets for each of our products/services when selling against each of our competitors. Get this book now and start customizing and personalizing the strategies and tactics for each and every objection you get. Build your own sales strategy book.
