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.

Objection Handling

Author : Suman Deb
Publisher : Partridge Publishing
ISBN 13 : 1482838184
Total Pages : 64 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 64 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.

Interviews With Top Producing Insurance Agents

Author : David Duford
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781724254146
Total Pages : 230 pages
Book Rating : 4.2/5 (541 download)

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Book Synopsis Interviews With Top Producing Insurance Agents by : David Duford

Download or read book Interviews With Top Producing Insurance Agents written by David Duford and published by Createspace Independent Publishing Platform. This book was released on 2018-08-06 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Best Way To Become A Top Producing Insurance Agent... Is To LEARN From A Top Producing Insurance Agent! Are you a new or struggling insurance agent? Are you in search of guidance and direction on how to have an enormously successful career in selling insurance? If so, Interviews With Top Producing Insurance Agents will show you - by example - how 13 six- and seven figure earning insurance agents from a variety of insurance sales backgrounds not only achieved success, but continually sustain success, year after year! You'll get the truth on what it takes to become successful, how to deal with the trials and tribulations that come with selling insurance, and how to position yourself as an individual with value, so you will attract more insurance business. Dave Duford interviews top producing insurance agents and agencies from the following insurance niches: final expense, Medicare Supplement sales, large -employer employee benefits, annuity sales, disability insurance, selling insurance telephonically, and much more. If your goal is to improve your results selling insurance, no matter what type you sell, then this candid, "over the shoulder" interview into the details of top producing agents will help you immensely.

Objections at Trial

Author : Ronald L. Carlson
Publisher : Aspen Publishing
ISBN 13 : 1601569203
Total Pages : 404 pages
Book Rating : 4.6/5 (15 download)

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Book Synopsis Objections at Trial by : Ronald L. Carlson

Download or read book Objections at Trial written by Ronald L. Carlson and published by Aspen Publishing. This book was released on 2020-11-29 with total page 404 pages. Available in PDF, EPUB and Kindle. Book excerpt: Objections at Trial

INKED

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1119540518
Total Pages : 343 pages
Book Rating : 4.1/5 (195 download)

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Book Synopsis INKED by : Jeb Blount

Download or read book INKED written by Jeb Blount and published by John Wiley & Sons. This book was released on 2020-01-15 with total page 343 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today’s buyers have more power than ever before—more information, more at stake, and more control over the buying process—they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer—along with your company’s growth, profits, and market valuation. In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN. You’ll learn: Seven Immutable Rules of Sales Negotiation Why “Win-Win” Usually Means “You-Lose” The One Rule of Sales Negotiation You Must Never Break How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles Seven Principles of Effective Sales Negotiation Communication How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table How to Protect Yourself from the Psychological Games that Buyers Play With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve. INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer. You’ll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.

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!

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!

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.

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:

The SMART Sales System

Author : Michael Halper
Publisher : R. R. Bowker
ISBN 13 : 9780578615769
Total Pages : 326 pages
Book Rating : 4.6/5 (157 download)

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Book Synopsis The SMART Sales System by : Michael Halper

Download or read book The SMART Sales System written by Michael Halper and published by R. R. Bowker. This book was released on 2020-02-27 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: The SMART Sales System is designed to increase your sales by helping you to improve the most powerful sales tool you have - the words you say when talking with prospects. SMART stands for Sales Messaging and Response Tactics and with that, the system provides clarity for what to say and do during every step of the sales process. The SMART Sales System is unlike all other sales training books and programs in that it is an actual system that you can implement that will tell you exactly what to do (and not do) and what to say (and not say) in all of the common sales prospecting situations you will find yourself in. It does this by providing sales scripts, email templates, questions to ask, objection responses, voicemail scripts, and more. Not only will implementing the system increase your sales, it will also make selling easier, less stressful, and more fun.

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.

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!

Two-brain Business 2.0

Author : Chris Cooper
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781515241171
Total Pages : 256 pages
Book Rating : 4.2/5 (411 download)

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Book Synopsis Two-brain Business 2.0 by : Chris Cooper

Download or read book Two-brain Business 2.0 written by Chris Cooper and published by Createspace Independent Publishing Platform. This book was released on 2015-07-30 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: If Chris Cooper has a superpower, it's the ability to make mistakes faster than anyone else. Fortunately, none have been fatal, and they can help OTHER gym owners build happier lives.Chris brings a "big picture" perspective unmatched by anyone else in the industry. After thousands of hours spent one-on-one with gym owners, hundreds of blog posts and more interviews than he can recall, Chris shares his best lessons in the second edition of "Two-Brain Business." From Australia to Europe to North America, these are what Chris' clients--some of the best gyms in the world--are doing RIGHT.This is the follow-up to Two-Brain Business, one of the most popular fitness business books of all time. But its content is all new, with fresh stories, smart ideas and proven tactics.www.twobrainbusiness.com

Game Plan Selling

Author : Marc Wayshak
Publisher : Marc Wayshak Communications LLC
ISBN 13 : 9780985411312
Total Pages : 186 pages
Book Rating : 4.4/5 (113 download)

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Book Synopsis Game Plan Selling by : Marc Wayshak

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.