Objection Handling Handbook
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Objection Handling Handbook
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Author : Tibor Shanto
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2016-07-04
Objection Handling Handbook written by Tibor Shanto and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-07-04 with categories.
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!
Objections Handbook
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Author : Million Dollar Round Table Ctr. for Productivity Staff
language : en
Publisher:
Release Date : 2000-06
Objections Handbook written by Million Dollar Round Table Ctr. for Productivity Staff and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000-06 with categories.
A Practical Guide To The Art Of Objection Handling
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Author : Brenda Spiller
language : en
Publisher:
Release Date : 1995
A Practical Guide To The Art Of Objection Handling written by Brenda Spiller and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995 with Telephone selling categories.
A Practical Guide To The Art Of Objection Handling
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Author : Brenda Spiller
language : en
Publisher:
Release Date : 2003
A Practical Guide To The Art Of Objection Handling written by Brenda Spiller and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Telephone selling categories.
Objections
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Author : Jeb Blount
language : en
Publisher: John Wiley & Sons
Release Date : 2018-06-13
Objections written by Jeb Blount and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-06-13 with Business & Economics categories.
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.
Stop Selling Start Believing
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Author : John P Kaufman
language : en
Publisher: Sales Coaching Lab
Release Date : 2024-01-01
Stop Selling Start Believing written by John P Kaufman and has been published by Sales Coaching Lab this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-01-01 with Business & Economics categories.
Who is this book for and why should you buy it? This book is for anyone who is feeling STUCK – Stuck in your life, stuck in your job, stuck in your relationships, and stuck always feeling like other people are getting a better deal in life than you are. ESPECIALLY if you work in sales, THIS book is FOR YOU! I will teach you how to maximise your motivation, with my 10 step plan to set goals that you WILL achieve EVERY time so you can STOP making excuses in your life for why you aren’t getting the things you DESERVE. If you WORK IN SALES, it will help you build a NONSTOP LEAD FLOW machine that will keep your pipeline FULL and when you GET those leads, it will help you build a ROCK SOLID plan to guide your new prospects all the way through your pipeline. If you are struggling with CLOSING deals, I will teach you 5 POWER closes that will ELIMINATE most objections and give you the tools you need to HOLD MORE PROFITS than you EVER have BEFORE - while still getting RAVE REVIEWS from your customers. It will teach you proven negotiation techniques to NEGOTIATE better deals for yourself, whether you are a BUYER or a SELLER. If you are STRUGGLING with overcoming OBJECTIONS - I have included a MASTER CLASS in objection handling – including the reasons your customers HAVE objections in the FIRST PLACE, the psychological principals of objections, and OVER a DOZEN of the MOST EFFECTIVE - OBJECTION handling frameworks that will close the MOST DIFFICULT customers more often than you’ve EVER done before. If you would benefit from ANY of this – then well, this book is FOR YOU!
Barry Farber S Guide To Handling Sales Objections
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Author : Barry Farber
language : en
Publisher:
Release Date : 2004-10
Barry Farber S Guide To Handling Sales Objections written by Barry Farber and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-10 with Sales management categories.
Techniques and solutions for dealing with customers who say no - in a handy size!
The Best Responses To Overcome Sales Objections Pocket Guide
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Author : Billy R Williams, PH D
language : en
Publisher: Independently Published
Release Date : 2023-10-25
The Best Responses To Overcome Sales Objections Pocket Guide written by Billy R Williams, PH D and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-10-25 with categories.
The Best Responses to Overcome Sales Objections Pocket-Guide is a quick reference tool that salespeople from any industry can use whenever they need the Best Responses to Overcome Sales Objections. The pocket guide will give you effective responses to handle objections during the 5 main areas of the sales cycle where you will most likely face objections: When initially contacting your lead or prospect, When you must leave a voicemail, When trying to gather information or schedule an appointment to gather information from your lead or prospect, When trying to follow up with your lead or prospect after the initial conversation, and When closing the sale. The best salespeople in the world always have a response regardless of the situation. I have trained and mentored 1000's of salespeople and I can quickly tell the good ones from the bad ones. How do you ask? The good ones understand how to control the emotions of the situation by asking the right questions, having the right responses, and not letting the prospect's or customer's emotions control how the salesperson goes about their job. The responses we provide in this Best Responses Pocket-Guide will help you not only manage a lead, prospect, or customer's emotions, but they will also help you manage your emotions, which is the most essential step in overcoming sales objections. Using the Best Responses Pocket-Guide is very simple: Identify the situation, Select the type of communication method(s) you want to use such as phone, email, text message, social DM, Video response, etc., Select the script or template from the pocket-guide that you believe will be the most effective, and Use our recommended response(s) in their exact form or use them as a foundation and modify them to your personality when communicating with your lead, prospect, or customer. This pocket-guide is the result of talking with 1000's of salespeople, listening to 100's of hours of successful and not-so-successful recorded sales calls, a little help from our A.I. vendor partners, and the real-world experiences of Dr. Billy R. Williams, considered by many as one of the world's leading authorities on building and growing a successful sales organization. The responses we provide in this Best Responses Pocket-Guide will help any salesperson, from any industry, in any situation to quickly locate and provide a response to almost any sales objection. Would you like to download all of the scripts and templates provided in the pocket-guide? Visit www.salesobjectionpocketguide.com or www.inspireanation.org for more details.
The Secret Product Manager Handbook
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Author : Nils Davis
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2018-03-05
The Secret Product Manager Handbook written by Nils Davis and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-03-05 with categories.
"Product management isn't about you and it isn't about your product. It's about solving problems for your customers, creating a solution, and taking it to market." When I started in product management, I had a lot of questions, like "What is product management?" It's a common question still, but most people don't have a good answer. After all these years, the same questions keep coming up. I see them on forums, I hear them when I talk to new and experienced product managers, and I still do not see them being answered well or usefully. So I wrote this book, with the answers to the questions I always had. You'll learn: The real reason people choose to buy a product - it's not about how "good" the product is! How to get the very best from your developers. The 5-word phrase that can accelerate sales and marketing. The best ways to talk to executives and customers about what you're building. Among other critical information, you'll find a powerful framework for thinking about product management - and even for talking to your Mom about what you do. The framework provides an infrastructure for most of The Secret Product Manager Handbook. I provide a concrete and explicit explanation of why product management is so important for businesses, including a calculation of the true business value of product management. And the book is full of specific techniques and practices for transforming your product management career. What People Are Saying "Nuggets of product management wisdom and ideas you'll want to hang on your monitor. The book is like having a conversation with a mentor." (Ken Hanson, Growth Product Manager) The summary of product management - identify market problems, guide the creation of solutions, and take the solutions to market - is powerful. As a former engineer, it's especially important to be reminded of the third point" (Frank Licea, Product Manager) "The intro is one of the clearest and smartest explanations of the value a product manager should bring to the table I've ever read." (Luca Candela, VP of Product Management)
The Closer S Survival Guide
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Author : Grant Cardone
language : en
Publisher: Grant Cardone
Release Date : 2015-12-16
The Closer S Survival Guide written by Grant Cardone and has been published by Grant Cardone this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-12-16 with Business & Economics categories.
The Closer’s Survival Guide is perfect for sales people, negotiators, deal makers and mediators but also critically important for dreamers, investors, inventors, buyers, brokers, entrepreneurs, bankers, CEO’s, politicians and anyone who wants to close others on the way they think and get what they want in life. Show me any highly successful person, and I will show you someone who has big dreams and who knows how to close! The end game is the close.