Many obstacles get in the way of closing a sale, but customer objections are the most prevalent. Whether dealing with ever-present price objections or the infuriating “maybe” obstacle, good sellers don’t try to win the argument, they work to win the sale. If you use a jujitsu approach—using the objection’s own weight and momentum to further your goals—you’ll close more sales.

To overcome objections, be an ally to your customers, not their adversary. Don’t try to prove them wrong for refusing to buy your product, create a way for them to buy it. Don’t demonstrate their ignorance, educate them so they can make better-informed decisions. In other words, don’t overcome their objections, answer their questions instead. Above all, don’t strive to win the argument, concentrate on winning the sale.

“Objections In Four Steps” takes the salesperson through a revolutionary, no-conflict method of overcoming objections while strengthening bonds with the customer.

“Four Non-Price Objections” explores several obstacles to closing the sale that don’t have anything to do with the price of your product or service.

“The Path Around Price Objections” is something every salesperson needs on nearly every sale. Learn how to determine whether the customer is objecting or simply negotiating, then how to get past the objection to close the sale.

“The Maybe Challenge” explains how to answer the four deadliest words in sales: “I’ll think about it.

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Expert guidance on information management for optimum customer intelligence processes

Providing essential guidance for information management, this book helps you understand the basics of information management, how to design and launch customer intelligence campaigns, and optimize existing customer intelligence processes.

• How to align information management with company strategy
• Examines how to get, grow, and retain valuable customers
• Discusses how to optimize existing customer intelligence processes

Showing you how to make extensive use of data, statistical, and quantitative analysis, explanatory and predictive modeling, and fact-based management to drive decision making, Business Analytics for Customer Intelligence provides you with the tools your business needs to optimize you data driven processes.

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Retail selling should be an active process. Salespeople in stores don’t have to wait for the customer to buy something—they can increase sales and earn bigger commissions with some simple creative selling techniques. The result? The customer buys more items more frequently. The retail store environment makes a difference, too.

The retail salesperson can sell more by using creative selling methods to present product benefits, overcome objections, and close the sale, but they also face other challenges and opportunities. Determining customer needs is difficult when the customer can just walk away. Building a base of repeat business is tough when the customer initiates most transactions. The store surroundings can help—or hinder—the salesperson’s efforts.

All of these challenges can be overcome, however, and the salesperson can increase sales by applying some common sense, no-pressure selling tactics.

“Retail Up-Selling” explains how to increase the size of each customer’s order without using hard-sell methods.

“Creating An Effective Retail Sales Environment” helps the store owner or manager see what the customer experiences when they come through the door.

“Should Retail Art Gallery Prices Be Negotiable?” is a case study that applies to retail sellers in all markets.

“Selling Intangibles In The Automotive Aftermarket” is a case study about linking profitable items like service to retail purchases.

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How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater performance isn’t something they don’t have but something they don’t get consistently: effective coaching. Unfortunately; most managers don’t deliver consistent, effective coaching or have the coaching skills needed to make a long term, positive impact on their salespeople’s performance. They act as Chief Problem Solvers and get far too involved in fixing their people’s problems; then get frustrated about their salespeople’s inability to improve.

Coaching Salespeople into Sales Champions provides a proven coaching framework used by the world’s leading sales organizations so that managers can confidently facilitative powerful, engaging coaching conversations that help you reach your business objectives – faster and win more sales today.

Winner of 6 International Best Book Awards, this book has already been endorsed by dozens of top sales organizations such as Microsoft, Oracle, Google, American Express, IBM, PepsiCo, The New York Rangers, The New York Knicks and thought leaders including Brian Tracy, Ziglar, Tom Hopkins, Denis Waitley and Tony Alessandra, Tony Parinello and Jill Konrath as the number one book on sales coaching and management coach training.

Sales training alone is not enough. Your people can’t always diagnose their own skill deficiencies, nor can they coach themselves out of a slump. Managers focus on spreadsheets and treat symptoms instead of uncovering the root cause, so similar problems persist. Good coaching taps into people’s individuality and motivation, builds confidence & fosters deeper accountability.

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