Objection Free Selling: How to Prevent, Preempt, and Respond to Every Sales Objection You Get

deGroot, Robert P.

ISBN 10: 0986405833 / ISBN 13: 9780986405839

Edité par Sales Training International, 2016

May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. N° de réf. du vendeur G0986405833I4N00

Synopsis :

Had enough? Are you ready to stop the endless rejection by objection?

Learn how to PREVENT the 85 most common sales-stopping objections from ever entering your prospect’s mind and PREEMPT those already there.

Join the thousands of salespeople around the world who learned the secrets to objection-free selling.

Most sales books talk about “responding” to objections. A few briefly mention that you can “preempt” them. None, however, focus on ways to systematically “prevent” them from entering the prospective customer's mind. Curious.

Research with thousands of salespeople across industries demonstrates:

• Objections that stop almost all sales are common and repetitive.
• Specific Buyer Beliefs, when missing or weak cause these objections.
• There are many ways to establish these beliefs to prevent the objection from even entering the prospect's mind.

Test this:

• Before you buy something, this book for example, what is one thing must you believe about it?
• If you don’t believe that, what objection comes to mind?
• But, if you did believe that, what happens to the objection?

You just demonstrated that a missing Buyer Belief caused the objection and that when the belief is in place, the objection goes away.

Analysis reveals:

• There are 10 of these critical Buyer Beliefs in which you can categorize all sales objections.
• You get most of your objections in just three or four categories of missing Buyer Beliefs.
• Learning how to prevent, preempt, and respond to a few objections in each category will handle all objections in that category.
• It doesn’t matter which sales model you are using if you’re still getting objections. This process works with all of them.

In this book there are 874 examples of how to prevent, preempt, and respond to each of the 85 most common sales stopping objections. They are categorized by the missing Buyer Beliefs so you can easily find the ones you need.

• Scan the master list of objections and make a note of those that are similar to the ones you get.
• Look them up in the book and personalize the recommendations to your sales situation.
• Write the objection on one side of an index card and and your custom strategy on the other side.
• Build your own objection prevention, preemption, and response book and deck of flashcards.
• All the selling skills necessary to implement every recommendation are included in the book.

Right now:

• If you are actively engaged in selling your ideas, products, or services, probability has it that you are facing sales stopping or stalling objections, the answers to which are in this book.
• Could these potentially stalled or lost sales be enough to cost-justify the price of this book?

Easy answer? Yes. Buy now.

À propos de l'auteur: Robert "Bob" DeGroot, MEd, DCH, is the founder and president of Sales Training International. He is an author, counselor, consultant, sales professional, and trainer with more than thirty years of experience in sales, training, and psychology. After completing his military service in the US Coast Guard, he attended college where he earned a Bachelor's in Psychology and a Master of Education in School Psychology from Texas State University. Later in life, he earned a Doctorate in Clinical Hypnotherapy from the American Institute of Hypnotherapy. He's had rewarding careers in both the mental health sciences and in sales. The magic in sales happened for Bob when he discovered the psychology that made sales techniques work successfully in some situations but not in others. His studies in human motivation, buying behavior, and persuasion led him to develop a different perspective that is evident in this latest book. Bob is the author of Psychology for Successful Selling (Branden Publishing Company, 1988), and Trance Formed Body (Doctor Hypnosis, 2015). Additionally, he's written and developed more than seventy training courses, fifty web-based training courses, and forty plus e-books in the professions of psychology, sales, sales management, and customer service.

Détails bibliographiques

Titre : Objection Free Selling: How to Prevent, ...
Éditeur : Sales Training International
Date d'édition : 2016
Reliure : Paperback
Etat : Very Good
Etat de la jaquette : No Jacket