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Author: Stepp Stevens Sydnor
Publisher: iUniverse
ISBN: 1491774509
Category : Business & Economics
Languages : en
Pages : 140
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Book Description
Stepps book should be required for anyone in sales! You will be far more equipped for a successful sales career than the vast majority of salespeople out there. Including your competition! - Kevin Knebl, CMECinternational speaker, author, trainer and executive coach This is not just a book. Its a field guide to success. Stepp makes it easy to overcome objections at the point of attack. In a world where we tend to over-think and over-analyze, 32 Sales Objections Easily Countered will make it much easier for sales people to not just take no for an answer, but what they should do with that no. - Skip Miller, author and president, M3 Learning Get the YES! Close more deals and score more opportunities, easily counter sales objections, stalls and pushbacks with proven words that work from Stepp Sydnor. Is this the best price I can get? I want to think it over. We are happy with our current vendor. I cant afford it. I am under contract. Dont lose one more prospective deal to these common objections. Learn to redirect prospects objections into conversations that leave no doubt in their mind to choose you. Ill give you tips, tactics, and strategies that have been proven to improve closing rates. The easy to use directory allows you to quickly find a specific objection with suggestions on what to say and what not to say. The ease of this book and knowledge included will make it an indispensable tool in the field. Get ready for a sales transformation.
Author: Stepp Stevens Sydnor
Publisher: iUniverse
ISBN: 1491774509
Category : Business & Economics
Languages : en
Pages : 140
Get Book Here
Book Description
Stepps book should be required for anyone in sales! You will be far more equipped for a successful sales career than the vast majority of salespeople out there. Including your competition! - Kevin Knebl, CMECinternational speaker, author, trainer and executive coach This is not just a book. Its a field guide to success. Stepp makes it easy to overcome objections at the point of attack. In a world where we tend to over-think and over-analyze, 32 Sales Objections Easily Countered will make it much easier for sales people to not just take no for an answer, but what they should do with that no. - Skip Miller, author and president, M3 Learning Get the YES! Close more deals and score more opportunities, easily counter sales objections, stalls and pushbacks with proven words that work from Stepp Sydnor. Is this the best price I can get? I want to think it over. We are happy with our current vendor. I cant afford it. I am under contract. Dont lose one more prospective deal to these common objections. Learn to redirect prospects objections into conversations that leave no doubt in their mind to choose you. Ill give you tips, tactics, and strategies that have been proven to improve closing rates. The easy to use directory allows you to quickly find a specific objection with suggestions on what to say and what not to say. The ease of this book and knowledge included will make it an indispensable tool in the field. Get ready for a sales transformation.
Author: Philippe Massol
Publisher:
ISBN:
Category :
Languages : en
Pages : 58
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Book Description
Any potential customer will resist in front of a salesman: and for that.How to react to an objection? What are the different types of objections ? In this book, we will discuss the main categories of objections and learn how to respond to the most common objections and overcome them more easily. You will then be able to avoid unpleasant situations and deal with unsettling customers or buyers.This book is unique because it will give you a European point of view on how to overcome objections. Its style and approach is complementary to the books you are used to.Content of the book: Why are there objections?The real objections- The client tells you that he's not convinced- The customer tells you that he doesn't understand how the product is going to help him- The client tells you that he needs to think- The client tells you that he needs to talk to someone before he decides- The client tells you he wants to analyze the competition first.- The customer asks you what your competitors are doingStatus quo objections- The customer tells you that he already has a supplier and that he is happy with it.- The customer tells you that he already has a supplier and that he has a good relationship with him.- The client tells you he's working with your competitor...- The client tells you he doesn't need anything.- The client tells you that he's not interested.Postponing- The client tells you he doesn't have time to see you.- The client tells you that now is not the time, that you should call back later or that you should call back in a few months.- The customer asks you to send documentation prior to the interview.- The customer asks you for documentation after the interviewPrice objections- Put the price in perspective- Chunk the price- Sell at a higher price- Add up the gains- Lower your price- I don't have enough money or I don't have a budget...Other objections- Silent objections- Tactical objections- Unsubstantiated objections- It is my policy never to sign for the first time...- Objections that do not deserve a responseConclusion
Author: Grant Cardone
Publisher: Grant Cardone
ISBN: 0615558879
Category : Business & Economics
Languages : en
Pages : 392
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Book Description
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.
Author: Eri Hotta
Publisher: Vintage
ISBN: 0385350511
Category : History
Languages : en
Pages : 465
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Book Description
A groundbreaking history that considers the attack on Pearl Harbor from the Japanese perspective and is certain to revolutionize how we think of the war in the Pacific. When Japan launched hostilities against the United States in 1941, argues Eri Hotta, its leaders, in large part, understood they were entering a war they were almost certain to lose. Drawing on material little known to Western readers, and barely explored in depth in Japan itself, Hotta poses an essential question: Why did these men—military men, civilian politicians, diplomats, the emperor—put their country and its citizens so unnecessarily in harm’s way? Introducing us to the doubters, schemers, and would-be patriots who led their nation into this conflagration, Hotta brilliantly shows us a Japan rarely glimpsed—eager to avoid war but fraught with tensions with the West, blinded by reckless militarism couched in traditional notions of pride and honor, tempted by the gambler’s dream of scoring the biggest win against impossible odds and nearly escaping disaster before it finally proved inevitable. In an intimate account of the increasingly heated debates and doomed diplomatic overtures preceding Pearl Harbor, Hotta reveals just how divided Japan’s leaders were, right up to (and, in fact, beyond) their eleventh-hour decision to attack. We see a ruling cadre rich in regional ambition and hubris: many of the same leaders seeking to avoid war with the United States continued to adamantly advocate Asian expansionism, hoping to advance, or at least maintain, the occupation of China that began in 1931, unable to end the second Sino-Japanese War and unwilling to acknowledge Washington’s hardening disapproval of their continental incursions. Even as Japanese diplomats continued to negotiate with the Roosevelt administration, Matsuoka Yosuke, the egomaniacal foreign minister who relished paying court to both Stalin and Hitler, and his facile supporters cemented Japan’s place in the fascist alliance with Germany and Italy—unaware (or unconcerned) that in so doing they destroyed the nation’s bona fides with the West. We see a dysfunctional political system in which military leaders reported to both the civilian government and the emperor, creating a structure that facilitated intrigues and stoked a jingoistic rivalry between Japan’s army and navy. Roles are recast and blame reexamined as Hotta analyzes the actions and motivations of the hawks and skeptics among Japan’s elite. Emperor Hirohito and General Hideki Tojo are newly appraised as we discover how the two men fumbled for a way to avoid war before finally acceding to it. Hotta peels back seventy years of historical mythologizing—both Japanese and Western—to expose all-too-human Japanese leaders torn by doubt in the months preceding the attack, more concerned with saving face than saving lives, finally drawn into war as much by incompetence and lack of political will as by bellicosity. An essential book for any student of the Second World War, this compelling reassessment will forever change the way we remember those days of infamy.
Author: Stephan Schiffman
Publisher: McGraw Hill Professional
ISBN: 0071767371
Category : Business & Economics
Languages : en
Pages : 258
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Book Description
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.
Author: Eric Schlosser
Publisher: Houghton Mifflin Harcourt
ISBN: 0547750331
Category : Business & Economics
Languages : en
Pages : 387
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Book Description
An exploration of the fast food industry in the United States, from its roots to its long-term consequences.
Author: James Muir
Publisher:
ISBN: 9780578614854
Category :
Languages : en
Pages :
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Book Description
If you want to discover how to close sales using the best practice (one that's non-pushy, flexible, natural & easy to learn) then read this book. Author James Muir shares unique insights on how 'closing the sale' can be done with a natural, non-pushy sales strategy that breaks the stigma often associated with professional sales. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful (in the 95% range). It's zero pressure and involves just two questions. It's a clear & simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day. In The Perfect Close: The Secret to Closing Sales you will learn:- A simple method to closing that is nearly always successful (95% range) - Is zero pressure & involves just two questions- How traditional closing techniques damage trust & what you can do remain on emotionally higher ground- How to close more sales in a way that makes clients feel more educated, in control and see you as a facilitator & consultant- A proven and repeatable process for advancing sales that can be used in any kind of sale at any given stage- How to add continuous momentum & advance your sales in a way that results in more closed business & faster closed business- A natural way to close that doesn't require that you change your personality or become someone you're not- How to completely eliminate the stress & tension that some people feel when it comes to asking for commitments- How to add value on every sales encounterEverything you need to know to advance every sale to closure The Perfect Close represents the best practice in closing sales today.
Author: Timothy Keller
Publisher: Penguin Books
ISBN: 1594634408
Category : Religion
Languages : en
Pages : 386
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Book Description
"The question of why God would allow pain and suffering in the world has vexed believers and nonbelievers forever. In Walking with God through Pain and Suffering, Timothy Keller takes on this enduring issue and shows that there is meaning and reason behind pain and suffering, making a forceful and groundbreaking case that this essential part of the human experience can be overcome only by understanding our relationship with God. Using biblical wisdom and personal stories of overcoming adversity, Keller brings a much-needed, fresh viewpoint to this important issue."--Back cover
Author:
Publisher:
ISBN:
Category : Soda fountains
Languages : en
Pages : 592
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Book Description
Author: Gerhard Gschwandtner
Publisher: McGraw Hill Professional
ISBN: 0071491368
Category : Business & Economics
Languages : en
Pages : 264
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Book Description
Surefire ways to turn “No” into money in the bank A customer objection is a wall separating you from your commission. Now Sales Scripts That Close Every Deal arms you with field-tested responses guaranteed to topple just about any wall standing between you and your next sale, including: 21 winning replies to: “I'm too busy to talk with you now.” 14 killer comebacks to: “Your competitor's product is better.” 12 can't-miss responses to: “You'll have to do better than that.” 23 deal-making counters to: “Your price is too high.” These aren't one-size-fits-all scripts. You'll find responses for every situation and presentation style, including breezy, tough, thorough, factual, subtle, and thoughtful-whatever the occasion demands. A companion CD-ROM lets you customize the scripts in the book and craft original ones that you can combine in your own million-dollar sales playbook. With Sales Scripts That Close Every Deal in your corner, you'll never stumble, choke, or be at a loss for just the right response to any customer objection. USE THESE FIELD-TESTED SCRIPTS TO * Close more sales * Fearlessly handle any objection * Be more creative and spontaneous * Reduce stress * Be more organized
