Keine Einwande: So erreichen Sie herausragende Abschlussquoten auch bei skeptischen Kunden

Vertrieb ist komplex, mit unterschiedlichen Interessenten, Gebieten, Produkten, Branchen und Vertriebsprozessen. Einwände sind eine Ausnahme, bei denen jeder Verkäufer viele Neinen ertragen muss, um zum Ja zu gelangen. Jeb Blounts Buch "Never Split the Difference" bietet einen umfassenden und zeitgemäßen Ratgeber, der Herz und Verstand anspricht. Er zeigt, wie Sie Einwände mit menschlichem Einfluss bewältigen können, um Verkäufe abzuschließen und Ihre Einkommensziele zu erreichen. Stattdessen lernen Sie eine neue Psychologie für die Umkehrung von Einwänden und bewährte Techniken, die mit besser informierten, kontrollierten und skeptischen Käufern von heute funktionieren.

Format: Hardback
Length: 208 pages
Publication date: 08 September 2021
Publisher: Wiley-VCH Verlag GmbH

In the realm of sales, there exist a limited number of universal solutions. The context plays a crucial role. Complex sales transactions differ significantly from straightforward closures achieved through a single call. Business-to-business (B2B) transactions differ from business-to-consumer (B2C) transactions. The interests, areas of expertise, products, industries, companies, and sales processes involved are all uniquely diverse. The sales process lacks a clear distinction between black and white.
However, exceptions do exist. In cases of objections, democratic principles prevail. Each salesperson must endure numerous rejections to reach the point of a yes. Objections do not consider factors such as the salesperson's identity, the product or service being sold, the sales approach employed, the salesperson's experience, whether they are new to the sales field or a seasoned veteran, the complexity of the sales cycle, or whether the sales cycle is long-term or short-term.
Since customers have begun demanding commitments from salespeople, customers have raised objections. And since customers have declined to say no, salespeople have sought to uncover the secrets to overcoming these objections. Jeb Blount's book is a comprehensive and contemporary guide that appeals to both the heart and mind. In his unassuming, direct style, Jeb Blount avoids taking a leaf out of his mouth and confronts you with the cold, hard truth about what truly hinders you from closing sales and achieving your income goals. Then, he pulls you into his fold with examples, stories, and lessons that demonstrate how you can overcome even the most challenging objections with human influence.
Instead, he teaches you a new psychology for turning objections around and proven techniques that work with today's more informed, controlled, and skeptical buyers. With each new chapter, you will gain more confidence in your ability to identify objections in any sales situation and effectively handle them. And ultimately, you will learn to master the art of turning objections into opportunities.

Weight: 528g
Dimension: 249 x 180 x 21 (mm)
ISBN-13: 9783527510818