|Paperback Reference Books|
|Objection Free Selling|
|Amazon Top 100 Best Seller for sales & selling, skills & techniques. This unique book, written by Dr. Robert DeGroot, has the knowledge, skills, and strategies you need to prevent, preempt, and respond to every sales objection you get, including how to answer the unanswerable objections. Click this link to buy the book.
Research with thousands of salespeople across industries demonstrates:
Action plan for managers, trainers, and coaches:
85 Most Common Sales Stopping Objections
Category 1: Need Exists
1. Not interested.
Category 2 & 3: Responsibility/Authority
7. My boss won't authorize anything.
Category 4: Discomfort Felt
15. Just send me your literature.
Category 5: Need has Priority
21. No money budgeted, call me next year.
Category 6: Type Solution Will Work
27. It just won't work for us.
Category 7: Capability & Credibility
35. We want someone in our industry.
Category 8: Best Solution
52. Don't see any reason to change.
Category 9: Return on Investment
64. Not in the budget.
Category 10: Plan Will Succeed
75. No one will use it.
Objections are an error in the sales process. This book provides 874 examples of how to prevent, preempt, and respond to each of these objections. These errors are most often caused by missing a step or not doing one or more steps completely that prevents the associated Buyer Belief from being established.
Just imagine what it would have been like if your boss on your first day at work in sales had said, “Here is a ‘sales objections strategy book’ that has every objection our sales team gets for each of our products/services when selling against each of our competitors. This book has strategies and tactics you can use to establish critical beliefs about our products that will PREVENT objections from entering the prospect’s mind. But if you see on the Competitor Analysis that the objection already exists, then look at the examples of how to PREEMPT it, and if need be, you can use the scripted examples of how to RESPOND using tactics our team has used successfully in the past. Go ahead and personalize them to your style.”
What would that book have been worth to you?
Get this book now and start customizing and personalizing the strategies and tactics for each and every objection you get. Build your own sales strategy book. How great will you feel when you can handle any objection that comes your way?
Get started today, buy the book now, and never again get an objection you can’t handle!
ISBN: 978-0-9864058-3-9 (Paperback)
|Strategic Sales Plan: Why Sales Fail and How Wins are Won|
The Strategic Sales Plan is designed to help you identify the steps in your sales process that must be done to win sales. It follows the consultative value selling sales process used by salespeople who sell solutions to their customers problems and do so in highly competitive markets.
Validate the steps you need to do for what you sell by identifying the consequences of not doing each of them. Cross off, add, or modify steps as needed to fit what you sell.
Analyze a dozen losses, and a dozen wins to find the patterns of steps missed that caused your sales to fail and the patterns of steps that were done that caused your sales to be won.
Learn the skills you need, to do the steps that are difficult for you. See ObjectionFreeSelling.com book for skills development.
Get the Strategic Sales Plan book or ebook for detailed definitions and the actions to take to achieve each step.
8 phases, 44 steps, and 201 Action Items. You don't have to do all the steps, other people may be involved in carrying them out. Your responsible for making sure they get done.
Profile & Qualify the Sales Prospect
Research the Prospect’s Needs
Conduct the Competitor Analyses
Establish the Value of What You Sell
Complete the Logistics Steps
Propose, Present, and Negotiate
Deliver Your Products & Services
Manage Your Account
Now you know what you must do to win sales! What a great gift.
Select this link or the book cover to preview and purchase from Amazon.com.