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Author: Brian Pilchik
Publisher:
ISBN: 9780578624457
Category :
Languages : en
Pages :
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Book Description
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.
Author: Brian Pilchik
Publisher:
ISBN: 9780578624457
Category :
Languages : en
Pages :
Get Book Here
Book Description
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.
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: David A. Fields
Publisher: Morgan James Publishing
ISBN: 1683501659
Category : Business & Economics
Languages : en
Pages : 273
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Book Description
This deeply insightful guide to understanding what clients really want is “an indispensable resource for consultants” (Keith Ferrazzi, #1 New York Times-bestselling author of Never Eat Alone). Independent consulting is a potentially lucrative enterprise—but the reality seldom matches the dream. Most solo consultants and boutique consulting firms are perpetually within six months of bankruptcy due to the sputtering unreliability of their new business engines. The problem, according to international consulting expert David A. Fields, is twofold: 1) lack of a consistent, proven plan, and 2) fundamental misunderstanding about what clients want in a consultant. Fields, who has helped hundreds of consultants and boutique firms worldwide build profitable, sustainable practices, replaces the typical consultant’s mindset of emphasizing expertise and differentiated processes with a focus on building relationships, engendering trust, and solving clients’ existing problems. In The Irresistible Consultant’s Guide to Winning Clients, Fields synthesizes his decades of experience into a step-by-step approach to winning more projects from more clients at higher fees. From nuts-and-bolts business advice and tactics to a deeply insightful breakdown of the human side of a very human profession, Fields, named one of Advertising Age magazine’s “Marketing Top 100,” delivers a comprehensive guidebook that is at once highly approachable and satisfyingly detailed. “If I could have just one book on client strategy, this book would be it.” —Marshall Goldsmith, #1 New York Times–bestselling author of Triggers
Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 1119477387
Category : Business & Economics
Languages : en
Pages : 249
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Book Description
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.
Author: Anthony Iannarino
Publisher: Penguin
ISBN: 0735211698
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author: D. Shane Read
Publisher:
ISBN: 9780985027179
Category : Depositions
Languages : en
Pages : 270
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Book Description
Written by the best-selling author of Winning at Trial, this book shows beginning and experienced attorneys how to win at deposition every time. With the first chapter explaining all the ins and outs of taking and defending a deposition, the remainder of the book reveals strategies that will help every lawyer vastly improve his deposition skills. Discover why much of the conventional wisdom about depositions is completely wrong, learn how to beat an expert witness every time, get innovative advice on witness preparation, and master the secrets that guarantee success with argumentative lawyers and lying witnesses. Unlike any other book, this one teaches from transcripts and videos of actual depositions.
Author: Morey Stettner
Publisher: M J F Books
ISBN: 9781567313116
Category : Language Arts & Disciplines
Languages : en
Pages : 320
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Book Description
The ability to communicate. To capture interest. To persuade. With it you'll open doors, advance your career, create rewarding relationships, gain respect, and prosper in every area of your life. Without it, you're doomed to frustration and disappointment. Now you can gain command of the winning communication skills that will bring you success and prosperity.
Author: Charles B. Gibbons
Publisher: West Academic Publishing
ISBN:
Category : Law
Languages : en
Pages : 404
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Book Description
This guide is a quick reference to the various ways in which the courts have translated the text of the Federal Rules of Evidence. It is useful for students enrolled in trial practice courses and clinics and is also helpful as an adjunct reference for students taking basic and advanced evidence courses.
Author: Blair Enns
Publisher:
ISBN: 9781999523503
Category : Advertising
Languages : en
Pages : 143
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Book Description
Author: Chris Cooper
Publisher: Createspace Independent Publishing Platform
ISBN: 9781515241171
Category :
Languages : en
Pages : 256
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Book Description
If Chris Cooper has a superpower, it's the ability to make mistakes faster than anyone else. Fortunately, none have been fatal, and they can help OTHER gym owners build happier lives.Chris brings a "big picture" perspective unmatched by anyone else in the industry. After thousands of hours spent one-on-one with gym owners, hundreds of blog posts and more interviews than he can recall, Chris shares his best lessons in the second edition of "Two-Brain Business." From Australia to Europe to North America, these are what Chris' clients--some of the best gyms in the world--are doing RIGHT.This is the follow-up to Two-Brain Business, one of the most popular fitness business books of all time. But its content is all new, with fresh stories, smart ideas and proven tactics.www.twobrainbusiness.com
