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

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

by Robert P DeGroot


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Product Details

ISBN-13: 9780986405839
Publisher: Sales Training International
Publication date: 06/15/2016
Pages: 316
Sales rank: 641,185
Product dimensions: 6.00(w) x 9.00(h) x 0.66(d)

About the Author

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.

Table of Contents

Table of Contents

Introduction. 1

How to Use This Book. 3

Part I. Skills Common to Preventing, Preempting, and Responding to Objections. 4

Chapter 1: Missing Buyer Beliefs Cause Objections. 5

Chapter 2: Skills Common to Preventing Strategies. 11

Chapter 3: Skills Common to All Preempting Strategies. 21

Chapter 4: Skills Common to All Responding Strategies. 25

Chapter 5: Skills Common to Negotiating All Unanswerable Objections 29

Part II –Strategies for Each of the 85 Most Common Sales Stopping Objections. 35

Chapter 6: Strategies Specific to Each Objection. 36

Buyer Belief 1 - Need Exists. 41

Buyer Beliefs 2 & 3 - Responsibility and Authority. 58

Buyer Belief 4 – Discomfort Felt 77

Buyer Belief 5 – Need has Priority. 91

Buyer Belief 6 – Type Solution Will Work. 106

Buyer Belief 7 – Capability and Credibility. 126

Buyer Belief 8 – Best Solution. 169

Buyer Belief 9 – Return on Investment 198

Buyer Belief 10 – Plan Will Succeed. 225

Part III. Selling Skills to Implement Strategies. 253

Chapter 7: Competitor Analysis - Objections and Unique Selling Points 254

Chapter 8: Needs Only You Can Meet 259

Chapter 9: Decision-Makers Roles and Bias. 264

Chapter 10: Capability, Credibility, Trust, and Rapport 267

Chapter 11: Features, Advantages, Benefits (FAB) 271

Chapter 12: Establish Value (FAB – TEA Formula) 274

Chapter 13: Competitor Proofing. 283

Chapter 14: Change Negative Bias. 288

Chapter 15: Customer Value Proposition (CVP) 292

Chapter 16: Specialized Closing Strategies. 295

Chapter 17: Resistance to Change. 304

Index. 308

About the Author 309

Other Books by Robert DeGroot 310

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