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Overcoming Objections
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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!
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.
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!
Book Synopsis The Trusted Advisor Fieldbook by : Charles H. Green
Download or read book The Trusted Advisor Fieldbook written by Charles H. Green and published by John Wiley & Sons. This book was released on 2011-11-15 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance. Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference. Self-administered worksheets and coaching questions provide immediate insights into your current business challenges Real-life examples demonstrate proven ways to "walk the talk" Action plans bridge the gap between insights and outcomes Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.
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.
Book Synopsis Watertight Marketing by : Bryony Thomas
Download or read book Watertight Marketing written by Bryony Thomas and published by Ecademy Press. This book was released on 2013 with total page 297 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most businesses have serious profit leaks, so when they run their marketing taps, revenue simply pours out of a leaky bucket. Readers who follow the process laid out in this guide will be able to step off the roller coaster of yo-yo sales results and get their business on a sustainable upward curve.
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.
Book Synopsis Power Phone Scripts by : Mike Brooks
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.
Book Synopsis Winning Objections by : Brian Pilchik
Download or read book Winning Objections written by Brian Pilchik and published by . This book was released on 2020 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: The soft-cover, 200+page guidebook is printed in gorgeous full color, providing nine chapters of non-stop objection resources. Inside, you'll find hundreds of transcripts, examples, and pro tips for making and defending against every kind of objection. It's the perfect size for tossing in your bag on the way to practice or referencing a cheat sheet at counsel table during trial.For attorneys who are new to objecting, the book teaches all of the basics, from relevance and hearsay to character evidence and expert opinions. For more advanced trial advocates, the book contains explanations of everything from "extrinsic evidence" to "forfeiture by wrongdoing," plus pro tips from former national champions and practicing trial attorneys that you can use at the highest levels of competition -- or, one day, at your first real trial.Whether you're new to mock trial or beginning your career as a practicing attorney, this guidebook will keep you two steps ahead of your opponents.
Book Synopsis Collect what You Produce by : Cathy Jameson
Download or read book Collect what You Produce written by Cathy Jameson and published by Pennwell Books. This book was released on 2005 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Veteran dental consultant Jameson shows doctors how to develop an effective system that their entire staff can use to take their practice to the next level of success. Ideas include how to increase cash flow, spend less time and money on collection to reduce overhead, increase productivity through greater treatment acceptance, reduce stress, and have fun.
Book Synopsis Mastering the Art of Selling Real Estate by : Tom Hopkins
Download or read book Mastering the Art of Selling Real Estate written by Tom Hopkins and published by Portfolio. This book was released on 2004-08-03 with total page 408 pages. Available in PDF, EPUB and Kindle. Book excerpt: Full of anecdotes, sales scripts, and proven tactics, this fully revised and updated book shows readers how to find the best listing prospects; win over "For Sale by Owner" sellers; earn the seller's trust; and more.
Book Synopsis How to Master the Art of Selling by : Tom Hopkins
Download or read book How to Master the Art of Selling written by Tom Hopkins and published by Grand Central Pub. This book was released on 1988-10 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.
Download or read book Handling Objections in Sales written by and published by Bookboon. This book was released on with total page 46 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Handling Sales Objections by : Jeff Shore
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.
Book Synopsis Effective Practical Strategies to Overcome Customers' Objections by : Okonko Basil Nwachukwu Ph.D
Download or read book Effective Practical Strategies to Overcome Customers' Objections written by Okonko Basil Nwachukwu Ph.D and published by Christian Faith Publishing, Inc.. This book was released on 2019-08-13 with total page 122 pages. Available in PDF, EPUB and Kindle. Book excerpt: The three effective sales ability qualities are: First, the ability to be effective in communicating with customers. The Second, is the ability to listen- to allow customers acknowledge feelings of care, essential for encouraging trust and loyalty to doing business. The structuring of a sales process that benefits a salesperson, his organization, and the customers can be achieved by effective listening. The third effective sales quality is the ability to understand customers. Effective salespeople use their communication and listening skills to understand their customers. It is a very important strategy that helps control customers. The strategies I used to sell volumes of products were not magical; they were, instead, my utmost desire to maximize my income as the primary benefit for being a professional salesperson. Understanding customers makes the difference. I believe that what I did to achieve sales benefits can be done by anyone who makes good efforts to try to become the best they can be in sales business. How the author wants the reader to understand the three sales abilities: Communication. Every communications must concentrate on matters involving product sales and purchases. Listening. Listening should involve giving attention to customers' verbal and non-verbal cues as relates to their purchasing needs. Understanding. Understanding is the key to knowing how to successfully respond to customers' needs. These are the essential sales principles the author followed to achieve sales business success and growth. The author acknowledges sales career as a profession with a desire to achieve financial success. The same desire was his motivation towards his hard works for success. This is why he believes that anyone with such a burning desire for success as he had, can also achieve sales success.
Book Synopsis Active Listening 2.0 by : Steve Trang
Download or read book Active Listening 2.0 written by Steve Trang and published by . This book was released on 2020-12 with total page 92 pages. Available in PDF, EPUB and Kindle. Book excerpt: For most of the twentieth century, salespeople were the gatekeepers of data. In order for a prospect to learn more about a product, they had to reach out to the company, and then the salesperson would reach out to the prospect. In modern times, prospects are more educated than ever. They can find out 90 percent or more about your product and industry before they ever have to talk to a salesperson. The best way to overcome this hurdle is to be a better listener than ever before. Your goal as a salesperson is to find out exactly what the prospect wants or needs and give them exactly that. You can't do that if your listening skills are not on point. In this book, we give you the tools necessary to communicate even better with your prospects to figure out how you can serve your clients better than ever before.
Book Synopsis New Home Sales Training by : Myers Barnes
Download or read book New Home Sales Training written by Myers Barnes and published by . This book was released on 2012-06-07 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: The United States is the top immigrant destination country in the world, with more than 40 million foreign-born residents living here in 2010. Over the next 50 years, nearly 90 percent of our population growth will come from the minority community.America has become more of a Mulligan stew than a melting pot!Minorities are becoming the majority. How do they fit into your sales plan?In Myers Barnes' latest book, New Home Sales Training: Selling New Homes in a Multicultural America", the country's premier visionary on new home sales delivers a guidebook packed with insight, facts, advice, and cautionary tales to equip you with the tools you need to succeed with today's New American homebuyers.Discover the faux pas-like crossing your legs, saying "no", smiling, pointing, or accepting a business card with the wrong hand-that can close the door on a new home sales opportunity.Seize the opportunity presented by a rapidly growing market of eager buyers, but start right here and learn the rules of the multicultural marketplace.
