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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- Narrateur(s): Keenan
- Durée: 5 h et 47 min
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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, or if you are new to sales or a veteran. 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. Objections is a comprehensive and contemporary guide that engages your heart and mind.
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practical and honest
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Great book!
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Thank you so much for writing this book
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The methods contained within this book are so simple, so instantaneous, and so effective, it’s as if they work by magic. If you implement even one tactic in this book, you’ll see the change in your prospects' demeanor. And you’ll know the $100M Offers method worked when you start hearing, “What do I need to do to move forward?” before you even ask for the sale.
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Performance
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Have you ever wondered how a person becomes a "Power Performer" and lives an exceptional life? Do you know people who seem to lead a charmed life? Nothing ever seems difficult or complicated for them. They get straight As in school. They move into a fast-track career and advance swiftly. They effortlessly find a perfect mate to share their lives, and then raise a family of wonderful, talented children.
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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you'll learn how to defend yourself against unethical influence attempts.
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Needs to be narrated by someone else
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Sell or Be Sold: How to Get Your Way in Business and in Life
- Auteur(s): Grant Cardone
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- Durée: 11 h et 40 min
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Performance
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Histoire
Whether it's selling your company's product in the boardroom or selling yourself on eating healthy, everything in life can and should be treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for success of any kind. In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue.
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Intense
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The JOLT Effect
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Performance
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Histoire
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
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great read
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The Challenger Customer
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Performance
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Histoire
The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
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Pay attention, take notes, lead your market
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Auteur(s): Brent Adamson, Autres
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To Sell Is Human
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- Auteur(s): Daniel H. Pink
- Narrateur(s): Daniel H. Pink
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Histoire
According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.
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a true and honest opinion
- Écrit par MarkSugar306 le 2018-09-18
Auteur(s): Daniel H. Pink
Description
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid, such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).
Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.
Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:
- Shorter sales cycles
- Increased revenue
- Elevated deal values
- Higher win rates
- Fewer no decisions
- More leads
- And happier buyers
Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.
Ce que les auditeurs disent de Gap Selling: Getting the Customer to Yes
Moyenne des évaluations de clientsÉvaluations – Cliquez sur les onglets pour changer la source des évaluations.
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Performance
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- Abdullah Sajjad
- 2022-05-26
My head hurts and I have a lot of homework to do
Everything I knew about sales was a lie. if you want to be challenged read this book.
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- Badr Masri
- 2020-11-16
The new era Selling mantra
We are moving into a new redundancy-filled world where it's not enough to "exist" in the marketplace but rather be unique. That can be done for a salesman with Gap-selling as a methodology. Keenan Reads his best-seller and delivers.
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Au global
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- Norman
- 2021-12-04
Overall eye opener!
This an excellent book. If you are a digital marketer or sales person of any level this book and Keenan give a hands off hand on approach to effective selling. I have already implemented it in my business, and my audit videos. I can't say enough, i pay a lot for a sales coach and this just kinda threw out the ideas of nurture and cold calling. Get to the root cause is such a powerful concept that has helped me. Thank you!
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- Jeremy Schmidt
- 2020-11-20
AMZING MUST READ!!
This is one book that will completely change how you sell!! PERIOD!!
Listen, relisten and go back to help improve your sales methods. This will make a huge difference in your business and most important your bank account!!
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- Dogmalpha
- 2020-01-17
Amazing learning
I really loved this book ! you actually learn step by step a new way of approaching sells ! And it works !!!!
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- Amazon Customer
- 2019-04-02
The definitive guide for modern selling
This book was like getting a punch in the jaw! Hard hitting, no nonsense, tactical advice. If you want to wake up your tired sales strategy I highly recommend listening to this audio book.
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- DARREN
- 2020-02-10
No body gives a shit about you! loved it.
This was a great audio, I will look for other titles by Keenan, join the group, and probably take extra training. It is exactly what I was looking for to transition away from old school sales. From current state to future state.
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- jorge C
- 2019-08-28
If you're in sales read this now
The author has great delivery and passion. Keenan has a data based approach to selling that takes the spin / bs out of pipeline reviews and target setting. Great insights to prospecting and the over all sales process
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- Lucas Aylward
- 2023-08-09
Great book that covers the must’s of selling
A great break down on what it takes to sell in the current age of digital media. Really enjoyed the examples given as well, everything made sense.
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- linh Diep
- 2021-01-12
Great book for Selling!
Great book for Selling! Enjoyed the process and ideas. Will read again and train my staff
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1 personne a trouvé cela utile