Objection Free Selling

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Objection Free Selling

Author : Robert P. DeGroot
Publisher :
ISBN 13 : 9780986405839
Total Pages : 316 pages
Book Rating : 4.4/5 (58 download)

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Book Synopsis Objection Free Selling by : Robert P. DeGroot

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.

Objections

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1119477387
Total Pages : 249 pages
Book Rating : 4.1/5 (194 download)

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Book Synopsis Objections by : Jeb Blount

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.

Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections

Author : Doug Brown
Publisher :
ISBN 13 : 9780578545233
Total Pages : 140 pages
Book Rating : 4.5/5 (452 download)

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Book Synopsis Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections by : Doug Brown

Download or read book Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections written by Doug Brown and published by . This book was released on 2019-09-26 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt: Objections have been a part of life since humans first began to communicate.The funny thing is, in all that time, most people haven't learned how to handle them. However, objections are nothing to be feared. Doug Brown wrote Win-Win Selling for you to learn how to resolve objections by getting to the heart of the matter - the human aspect. In this book, you will. - Get Tools for You to Win Over a Buyer Without an Argument- Discover the Most Important Ingredient for You to Succeed in Sales- Learn How to Resolve Objections While Also Increasing Your Numbers- Explore New Methods for You to Address the Personal Demands of a Buyer- Understand the Behaviorism of the Sale for you to Build Rapport with a Buyer If you have been in business for any length of time, you've encountered an objection or two (thousand!). You have experienced something that instantly opened your eyes to a world of new possibilities.This book will build on that premise - that a world of new possibilities will open up for you when you learn how to handle objections easily in a win-win fashion.You're familiar with the concept of win-win, right? A win-win is where there is a positive outcome for both, and both people want that outcome.What you hold in your hands contains game-changing methods for handling objections. Using these methods will result in higher sales conversions and happier customers - both win-wins.From Bestselling Author Russ Whitney's Foreword: "Most seasoned salespeople will know that when we hear objections like those, it's usually about the money and whether they can afford it, or whether they want to spend it on your product or service. In this book, Doug takes objections and resolution to a whole new level. This is not an ordinary book at all. It takes one of the most important parts of the science of selling and breaks it down in a unique way that will help you to improve your closing ratio and increase your sales in a big way. The other thing I like about this book is that Doug used these very strategies to close me, not only on reading it, but then, writing this foreword. His approach was remarkable; it left me with a good feeling and happy to be a part of this great new approach to handling and resolving objections. Here is one other thing that told me Doug and his new book were onto something: One of my objections with Doug about this book was that it wasn't big enough to be a book. I thought it was more of a special report or a pamphlet. Doug resolved that objection, as well. He explained to me that his goal was not to write a whole book about general sales as most of them are just that. He wanted to focus just on this specialty, which is a thorough understanding and a whole new approach to resolving objections and not overcoming them. Doug, you've produced a work of art here for anyone in the sales profession."

25 Toughest Sales Objections-and How to Overcome Them

Author : Stephan Schiffman
Publisher : McGraw Hill Professional
ISBN 13 : 0071767371
Total Pages : 258 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis 25 Toughest Sales Objections-and How to Overcome Them by : Stephan Schiffman

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.

SPIN® -Selling

Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)

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Book Synopsis SPIN® -Selling by : Neil Rackham

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.

Overcoming Objections: How to Close More Sales at Higher Margins Using Proven Strategies

Author : Carl Henry
Publisher : Henry Associates Press
ISBN 13 : 9780996936002
Total Pages : 114 pages
Book Rating : 4.9/5 (36 download)

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Book Synopsis Overcoming Objections: How to Close More Sales at Higher Margins Using Proven Strategies by : Carl Henry

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!

Objection Handling

Author : Suman Deb
Publisher : Partridge Publishing
ISBN 13 : 1482838184
Total Pages : 47 pages
Book Rating : 4.4/5 (828 download)

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Book Synopsis Objection Handling by : Suman Deb

Download or read book Objection Handling written by Suman Deb and published by Partridge Publishing. This book was released on 2014-10-08 with total page 47 pages. Available in PDF, EPUB and Kindle. Book excerpt: The objections faced by the pharmaceutical sales professionals are different from the objections faced by the sales professionals of automobile, FMCG or electronic goods. The basic difference in pharmaceutical selling is; customers (doctors) are not buyers (patients). And thus the patterns of objections are also different. Thereby handling those objections is also different. Moreover, there is no specific guideline, literature or book written on the different objections faced by the pharmaceutical sales professionals. This has motivated me to write a book on objection handling, particularly for pharmaceutical sales professionals. In this book, etiology of objection, attitude towards objection, types of objection, strategy for handling objection, techniques of handling objection SLUAAC Technique, methods of handling objection have explained elaborately. And lastly 22 commonly encountered objections and how to handle those objections have been discussed. In this book more applied aspects have bben incorporated; because books meant for practical use should contain much of applied discussion.

The Psychology of Selling

Author : Brian Tracy
Publisher : Thomas Nelson Inc
ISBN 13 : 0785288066
Total Pages : 240 pages
Book Rating : 4.7/5 (852 download)

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Book Synopsis The Psychology of Selling by : Brian Tracy

Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit

Author : Tom Reilly
Publisher : McGraw Hill Professional
ISBN 13 : 0071702679
Total Pages : 193 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Crush Price Objections: Sales Tactics for Holding Your Ground and Protecting Your Profit by : Tom Reilly

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!

Action Selling

Author : Duane Sparks
Publisher :
ISBN 13 : 9780975356906
Total Pages : 92 pages
Book Rating : 4.3/5 (569 download)

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Book Synopsis Action Selling by : Duane Sparks

Download or read book Action Selling written by Duane Sparks and published by . This book was released on 2003 with total page 92 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Fanatical Prospecting

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1119144760
Total Pages : 311 pages
Book Rating : 4.1/5 (191 download)

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Book Synopsis Fanatical Prospecting by : Jeb Blount

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!

Markets without Limits

Author : Jason F. Brennan
Publisher : Routledge
ISBN 13 : 1317815629
Total Pages : 376 pages
Book Rating : 4.3/5 (178 download)

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Book Synopsis Markets without Limits by : Jason F. Brennan

Download or read book Markets without Limits written by Jason F. Brennan and published by Routledge. This book was released on 2015-08-20 with total page 376 pages. Available in PDF, EPUB and Kindle. Book excerpt: May you sell your vote? May you sell your kidney? May gay men pay surrogates to bear them children? May spouses pay each other to watch the kids, do the dishes, or have sex? Should we allow the rich to genetically engineer gifted, beautiful children? Should we allow betting markets on terrorist attacks and natural disasters? Most people shudder at the thought. To put some goods and services for sale offends human dignity. If everything is commodified, then nothing is sacred. The market corrodes our character. Or so most people say. In Markets without Limits, Jason Brennan and Peter Jaworski give markets a fair hearing. The market does not introduce wrongness where there was not any previously. Thus, the authors claim, the question of what rightfully may be bought and sold has a simple answer: if you may do it for free, you may do it for money. Contrary to the conservative consensus, they claim there are no inherent limits to what can be bought and sold, but only restrictions on how we buy and sell.

Objection Handling Handbook

Author : Tibor Shanto
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781535108362
Total Pages : 34 pages
Book Rating : 4.1/5 (83 download)

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Book Synopsis Objection Handling Handbook by : Tibor Shanto

Download or read book Objection Handling Handbook written by Tibor Shanto and published by Createspace Independent Publishing Platform. This book was released on 2016-07-04 with total page 34 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is no way to avoid objections when telephone prospecting. The skill is in managing them when they come, and use them to create a sales conversation. The Objection Handling Handbook explores the most common objections we face when prospecting. The present specific steps to take away the objection, and move the conversation from an interruption to a productive sales call. You will learn to understand the dynamics involved in objections, and how to overcome the prospect's reluctance to take time out of their busy day, and engage with you, the sales person. In addition to managing the most common objections, you will also learn how to discourage specific objections by how you structure your talk track. Using techniques covered in the Handbook, you will convert more leads to opportunities and sell more as a result!

Gap Selling

Author : Keenan
Publisher : Sales Guy Publishing
ISBN 13 : 9781732891029
Total Pages : 262 pages
Book Rating : 4.8/5 (91 download)

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Book Synopsis Gap Selling by : Keenan

Download or read book Gap Selling written by Keenan and published by Sales Guy Publishing. This book was released on 2019-11-05 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: Shorter Sales Cycles Increased Revenue Elevated Deal Values Higher Win Rates Fewer No Decisions More Leads And Happier Buyers Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.

Sales EQ

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1119312574
Total Pages : 327 pages
Book Rating : 4.1/5 (193 download)

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Book Synopsis Sales EQ by : Jeb Blount

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).

Sales Playbooks

Author : Hilmon Sorey
Publisher : Independently Published
ISBN 13 : 9781798257296
Total Pages : 183 pages
Book Rating : 4.2/5 (572 download)

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Book Synopsis Sales Playbooks by : Hilmon Sorey

Download or read book Sales Playbooks written by Hilmon Sorey and published by Independently Published. This book was released on 2019-03-26 with total page 183 pages. Available in PDF, EPUB and Kindle. Book excerpt: A well-designed, relevant, and highly utilized sales playbook creates teams that engage with more prospects, produce more pipeline, and close more deals. A playbook creates more consistent top performers, more quickly. It will also close the gap between your top performers and everyone else. Playbooks are living tools that must continue to be developed, revised, and curated over time. Growing companies are constantly hiring new people, promoting internally, entering into new markets, and facing direct or unforeseen competition. In order to drive success, an understanding of how the business operates, what has worked in the past, what is presently working, and what is anticipated to work in the future is required.

Sell the Way You Buy

Author : David Priemer
Publisher : Page Two
ISBN 13 : 1989603203
Total Pages : 0 pages
Book Rating : 4.9/5 (896 download)

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Book Synopsis Sell the Way You Buy by : David Priemer

Download or read book Sell the Way You Buy written by David Priemer and published by Page Two. This book was released on 2020-04-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the "Sea of Sameness." In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy.