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Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- Narrateur(s): Jeb Blount
- Durée: 5 h et 53 min
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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.
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What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy?
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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, 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.
Following in the footsteps of his blockbuster best sellers 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.
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Moyenne des évaluations de clientsÉvaluations – Cliquez sur les onglets pour changer la source des évaluations.
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- Mike
- 2020-05-10
practical and honest
Loved it. Jeb shoots straight from the hip! So relatable and practical it is a must for every apprentice, journeyperson and master sales professional.
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3 les gens ont trouvé cela utile
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- Damien Mijatovic
- 2020-03-23
Great book, horrible narrator
Absolutely loved the book and it's content but the narrator was just brutal. It was robotic and very monotone. I love Jeb and his books but please for the love of god either narrate them yourself or find someone with a personality to read them.
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3 les gens ont trouvé cela utile
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- Jacqueline
- 2021-07-09
Swearing at random pts in the bk
Swearing in a business book... not necessary and makes it hard to listen to this around other ppl. Even if all of the advice is gold, bc of this I may not even finish this book.
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1 personne a trouvé cela utile
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- Js
- 2020-02-06
Great book
First book I've read about objections, lots of tecnics and relevant stories. I really enjoyed it.
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