People don't buy from people they like. Gap selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, last minute feature requests, 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, prospects going dark, no decision, and more.
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. It's not your job to overcome objections, it's your buyer's.
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 #ad - Success at sales requires more than a set of tactics. Price isn't the main reason salespeople lose the sale. No! your buyer doesn't care about you or your product or service. 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 CyclesIncreased RevenueElevated Deal ValuesHigher Win RatesFewer No DecisionsMore Leadsand Happier BuyersGap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.
DISCOVER QuestionsTM Get You Connected: for Professional SellersWinston Keen James #ad - You will advance the sale more efficiently when you use DISCOVER Questions™ and the sales approach described in this book. Make every sales call count and be the one seller buyers want to talk to! With DISCOVER Questions™, you will be able to differentiate yourself from the pack, create value for your buyers and connect in ways you never knew were possible.
The research 20+ years with sellers like you! and anecdotes from actual sales calls will show you exactly how to become more effective in all stages of your sales process.
Not Taught: What It Takes to be Successful in the 21st Century that Nobody's Teaching YouA Sales Guy #ad - The 21st century has ushered in the information age, and with it a new set of rules for success. Not taught shares how the rules of 20th century and the industrial age no longer work and that if you want to be successful you must learn the new rules of success. Not taught is your personal guide to the changing success landscape created by the information age, access to information, the high cost of college, social media, the internet and more.
The book breaks down how the rules of the past no longer suffice and what it takes for you to win in the 21st century. Not taught punches you in the face with the realities of work today and offers clear strategies on how to be successful in this crazy information-driven world.
Addicted to the Process: How to Close Transactional Sales with Confidence and ConsistencySCOTT LEESE CONSULTING, LLC #ad - Amazon #1 bestsellerin addicted to the process, top sales leader scott leese injects you with a powerful shot of adrenaline and teaches you how to:- Drill habits that build your confidence as a salesperson- Use the addiction model to close deals like an all-star- Stick to a proven process to blow up your numbers- Hit milestones that drive you toward your real goalsSuccess boils down to one question: “How bad do you want to make it happen?”.
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales ResultsAMACOM #ad - Even today, the key to success for every salesperson is his pipeline of prospects. All. Merging new strategies with proven practices that unfortunately many have given up much to their demise, this must-have resource for salespeople in every industry will help you:• Find better leads and qualify them quickly• Trade cold calling for informed calling• Tailor your timing and message• Leave a great voicemail and craft a compelling email• Use social media effectively• Leverage referrals• Get past gatekeepers and open new doors• And moreFor the salesperson, prospecting is still king.
In high-profit prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Time. However, buyers have evolved, therefore your prospecting needs to as well. Search engines and social media have certainly changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not.
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results #ad - Take back control of your pipeline for success! Top producers are still prospecting. The.
Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past NoWiley #ad - Prospects, industries, companies, territories, products, and sales processes are all different. 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. Complex sales are different from one-call closes.
There is democracy in objections. 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. B2b is different than B2C. 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 with each new chapter, 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, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation.
Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No #ad - Context matters. What you won’t find, though, is old school techniques straight out of the last century. And, with this new-found confidence, your success and income will soar. There are few one-size-fits-all solutions in sales.
Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.HarperCollins Leadership #ad - Stop looking for the shortcut or secret sales sauce and instead apply Weinberg’s proven, powerful principles to help you master the fundamentals of professional selling and create more new sales opportunities than you ever believed possible. Simplified. Yet, it seems that the more of these new miracle solutions you adopt, ironically, the harder it is to get results.
In sales truth, mike weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and nonsense, so you can start winning more New Sales. And sales Management. A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want.
Can you handle the truth? can succeeding in sales be as simple as hooking up the latest crm tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed?Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack.
Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. #ad - Here’s the truth: many of these so-called sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team.
What has worked exceedingly well in sales and sales management for the past couple of decades is still the not so secret to sales success today, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book.
Sales Development: Cracking the Code of Outbound SalesOpen-Source Publishing #ad - Written practically and tactically, this book shows you how to get the job, how to perform, and how to position yourself for advancement. Sales development is one of the fastest growing careers in the United States. Based upon ten years of teaching sales development representatives in the fastest-growing companies in the United States, this book will launch you on your path to becoming a rock star.
This method proves neither efficient nor effective for the individual or the company. Sales development is written specifically for the job seeker or individual contributor who has aspirations of success in a sales development role, and beyond. This is your personal guidebook to the how, why, and what-to-do’s of the sales development profession.
Sales Development: Cracking the Code of Outbound Sales #ad - Instead, or support, context, they are tossed into the fray without much training, and are left to sink or swim. It is fast-paced, often on the leading edge of technology, and people in the role have the possibility of making a ton of money!Unlike accounting, medicine, or law, most salespeople do not study their profession in college.
The Challenger Sale: Taking Control of the Customer ConversationPortfolio #ad - They challenge them. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, and their colleagues at Corporate Executive Board to investigate the skills, knowledge, behaviors, Brent Adamson, and attitudes that matter most for high performance.
And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, especially when it comes to selling complex, The Challenger Sale argues that classic relationship building is a losing approach, large-scale business-to-business solutions.
The Challenger Sale: Taking Control of the Customer Conversation #ad - What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. The authors explain how almost any average-performing rep, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, once equipped with the right tools, ultimately, greater growth.
Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
The Lost Art of Closing: Winning the Ten Commitments That Drive SalesPortfolio #ad - They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. 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. Always be closing!” —glengarry glen ross, 2017for decades, and authors talked about closing as the most essential, sales managers, 2014 “?????” —salespeople everywhere, 1992 “Never Be Closing!” —a sales book title, coaches, most difficult phase of selling.
Anthony iannarino has a different approach geared to the new technological and social realities of our time. 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.
The Lost Art of Closing: Winning the Ten Commitments That Drive Sales #ad - 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. 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. \. For instance, you’ll discover how to:· Compete on value, not price, by securing a Commitment to Invest early in the process.
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.
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex DealWiley #ad - Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level.
Jeb blount makes a compelling case that sales specific emotional intelligence Sales EQ is more essential to success than education, industry awareness, skills, or raw IQ; and, experience, product knowledge, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace.
These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success.
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal #ad - Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. In sales eq, jeb blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field.
You’ll learn: how to answer the 5 most important questions in sales to make it virtually impossible for prospects to say no how to master 7 people principles that will give you the power to influence anyone to do almost anything how to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, shake them out of their comfort zone, Strategic Selling, conflict, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, direct their attention, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, and Spin Selling leave off.