Objection Free Selling

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.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 is 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 you can categorize all sales objections.you get most of your 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 you are using if you're still getting objections.the strategies and formulas provided work with all sales models.in this book: this book provides hundreds of examples of how to prevent, preempt, and respond to each of the 85 most common sales stopping objections. they are categorized by the missing buyer beliefs so you can easily find the ones youscan the list and make a note of those that are similar to the ones you get. look them up in the book and personalize the recommendations to your sales situation.all the selling skills necessary to implement every recommendation are included in the book.right now: if you are actively engaged in selling, probability has it that you 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? 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.