Robert P DeGroot

Broschiertes Buch

Objection Free Selling

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

Beschreibung

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. 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's just 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 all sales objections can be categorized. Salespeople get most of their objections in just three to five 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 salespeople are using if sales stopping objections are getting through. The strategies and formulas provided work with all sales models. Right now:Probability has it that right now you know salespeople who 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? The 3rd edition of this wildly popular bestseller has the same content as the previous two. The difference is in the sequencing of the Parts and Chapters. The change was made to accommodate how people use the book. We hope works for you.

Autor

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.

Produktdetails

• Verlag: Sales Training International
• Seitenzahl: 316
• Erscheinungstermin: 15. Juni 2016
• Englisch
• Abmessung: 229mm x 152mm x 17mm
• Gewicht: 460g
• ISBN-13: 9780986405839
• ISBN-10: 0986405833
• Artikelnr.: 45213657