Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections PDF Download
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Author: Doug Brown
Publisher:
ISBN: 9780578545233
Category : Psychology
Languages : en
Pages : 140
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Book Description
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."
Author: Doug Brown
Publisher:
ISBN: 9780578545233
Category : Psychology
Languages : en
Pages : 140
Get Book Here
Book Description
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."
Author:
Publisher: Wilson Learning Library
ISBN: 9789077256343
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
The Counselor approach to sales gives both buyer and seller a win. Relating, Discovering, Advocating and Supporting stages lead the way to measurable, sustainable success.
Author: Barry J. Farber
Publisher:
ISBN: 9781854584571
Category : Sales management
Languages : en
Pages : 182
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Book Description
Hearing the dreaded 'no thanks' is the one thing every sales person fears the most. This book uncovers different objections you may come across, and gives you practical solutions to overcome them, and inevitably close more deals. The book examines the reason for different types of rejections, what they can tell you about your prospect's real concerns, and takes you through the process of turning an objection around. Giving tips and advice from leading salespeople in a wide variety of industries, this book will help you understand the entire sales process, and gain valuable skills that will enhance your career. Author, Barry Farber, practices what he preaches, writing from his own experience of running a business that markets products to billion-dollar corporations every day.
Author: Brian Tracy
Publisher: Thomas Nelson Inc
ISBN: 0785288066
Category : Selling
Languages : en
Pages : 240
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Book Description
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.
Author: Lee B. Salz
Publisher: HarperChristian + ORM
ISBN: 0814439918
Category : Business & Economics
Languages : en
Pages : 209
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Book Description
"If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.
Author: Jeff Shore
Publisher: McGraw Hill Professional
ISBN: 0071830502
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
WHAT’S THE KEY TO SALES SUCCESS? BOLDNESS. "Jeff Shore shows how to gain the essential confidence that is the first step to a great sales career." -- Neil Rackham, bestselling author of SPIN Selling "This book is loaded with great ideas to educate, inspire, and make you unstoppable in sales." -- Brian Tracy, bestselling author of Unlimited Sales Success Includes interviews with Daniel Pink, Larry Winget, Linda Richardson, and many others The most common challenge every sales professional must overcome is not indecisive customers, inferior products, or innovative competitors. It's the discomfort you feel when initiating calls, dealing with difficult customers, and asking for the sale. Sales expert Jeff Shore argues that boldness is required to embrace this discomfort and leverage it to land the sale. And it is a skill that can be learned. In this inspiring, humor-filled guide, he teaches you: How to figure out exactly what inhibits you Why you make certain decisions in moments of discomfort How to train your brain to prepare for uncomfortable moments How your customer's own discomforts affect his or her purchase decisions Featuring self-assessment tools, hands-on exercises, and case studies showing Shore's methods in action, Be Bold and Win the Sale is an indispensable resource for any sales professional.
Author: Paul Smith
Publisher: AMACOM
ISBN: 0814437125
Category : Business & Economics
Languages : en
Pages : 298
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Book Description
Despite the high-tech tools available to salespeople today, the most personal method still works best. Through storytelling, a salesperson can explain products or services in ways that resonate, connect people to the mission, and help determine what decisions are made. A well-crafted story can pack the emotional punch to turn routine presentations into productive relationships. In Sell with a Story, organizational storytelling expert and author Paul Smith focuses his popular and proven formula to the sales arena. Smith identifies the ingredients of the most effective sales stories and reveals how to: Select the right story Craft a compelling and memorable narrative Incorporate challenge, conflict, and resolution• And more Learning from model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett-Packard, and other top companies, you will soon be able to turn their personal experiences into stories that introduce yourself, build rapport, address objections, add value to the product, bring data to life, create a sense of urgency…and most importantly, sell! If you want to become a better communicator and transform your sales results, Sell with a Story is for you.
Author: David Hoffeld
Publisher: Penguin
ISBN: 0143129333
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
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: Howard Behar
Publisher: Penguin
ISBN: 9781591841920
Category : Business & Economics
Languages : en
Pages : 214
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Book Description
A Starbucks executive reveals how to draw on the successful coffee-house chain's examples in order to promote business success, sharing inside stories about key turning points in Starbucks' history to illustrate how the company came to embrace its philosophy about putting people ahead of profits.
