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

by Robert P DeGroot

Overview

Had enough? Are you ready to stop the endless rejection by objection?

Learn how to PREVENT the 85 most common sales-stopping objections from ever entering your prospect's mind and PREEMPT those already there. Join the thousands of salespeople around the world who learned the secrets to objection-free selling.

Research with thousands of salespeople across industries demonstrates:

• Objections that stop almost all sales are common and repetitive.
• Specific Buyer Beliefs, when missing or weak cause these objections.
• There are many ways to establish these beliefs to prevent the objection from even entering the prospect's mind.

Test this:

• Before you buy something, this book for example, what's just one thing must you believe about it?
• If you don't believe that, what objection comes to mind?
• But, if you did believe that, what happens to the objection?
• You just demonstrated that a missing Buyer Belief caused the objection and that when the belief is in place, the objection goes away.

Analysis reveals:

• There are 10 of these critical Buyer Beliefs in which all sales objections can be categorized.
• Salespeople get most of their objections in just three to five categories of missing Buyer Beliefs.
• Learning how to prevent, preempt, and respond to a few objections in each category will handle all objections in that category.
• It doesn't matter which sales model salespeople are using if sales stopping objections are getting through.
• The strategies and formulas provided work with all sales models.

Right now:

• Probability has it that right now you know salespeople who are facing sales stopping or stalling objections, the answers to which are in this book.
• Could these potentially stalled or lost sales be enough to cost-justify the price of this book?

The 3rd edition of this wildly popular bestseller has the same content as the previous two. The difference is in the sequencing of the Parts and Chapters. The change was made to accommodate how people use the book. We hope works for you.

Product Details

ISBN-13:	9780986405839
Publisher:	Sales Training International
Publication date:	06/15/2016
Edition description:	This Has the Same Content But the Sequencing Is Changed to Accomodate How the Book Is Best U ed.
Pages:	316
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