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Fanatical Prospecting

Fanatical Prospecting
The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

by Jeb Blount

  • Publisher : John Wiley & Sons
  • Release : 2015-10-05
  • Pages : 304
  • ISBN : 1119144752
  • Language : En, Es, Fr & De
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Ditch the failed sales tactics, fill your pipeline, and crush your number Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Summary & Analysis of Fanatical Prospecting

Summary & Analysis of Fanatical Prospecting
The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling a Guide to the Book by Jeb Blount

by Z. I. P. ZIP Reads

  • Publisher : Createspace Independent Publishing Platform
  • Release : 2018-05-22
  • Pages : 40
  • ISBN : 9781719474047
  • Language : En, Es, Fr & De
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PLEASE NOTE: This is a summary and analysis of the book and not the original book. If you'd like to purchase the original book, please paste this link in your browser: https://amzn.to/2IA5nRG Fanatical Prospecting is one of the best-selling sales books of all time. Blount's wisdom and experience will help you close more deals and keep your pipeline flowing! Click "Buy Now with 1-Click" to own your copy today! What does this ZIP Reads Summary Include? Synopsis of the original book Chapter-by-Chapter Summaries Key Takeaways from each chapter Actionable steps to keep your pipeline full Tips and tricks and things to avoid Specific advice on email, texting, and cold-calling leads Editorial Review Background on the author About the Original Book:Fanatical Prospecting is a brief but powerful wake-up call to any salesperson or team leader. It tackles the concept of prospecting from the perspective of a salesperson, sales manager and prospect. Jeb Blount expertly addresses both the person and the techniques. He gives excellent tips and suggests proven solutions to anyone who seeks to improve the efficiency and effectiveness of their prospecting endeavors and fill their sales pipeline indefinitely. DISCLAIMER: This book is intended as a companion to, not a replacement for, Fanatical Prospecting. ZIP Reads is wholly responsible for this content and is not associated with the original author in any way. Please follow this link: https://amzn.to/2IA5nRGto purchase a copy of the original book. We are a participant in the Amazon Services LLC Associates Program, an affiliate advertising program designed to provide a means for us to earn fees by linking to Amazon.com and affiliated sites.

Summary & Analysis of Fanatical Prospecting

Summary & Analysis of Fanatical Prospecting
The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline | A Guide to the Book by Jeb Blount

by ZIP Reads

  • Publisher : ZIP Reads
  • Release : 101-01-01
  • Pages : 129
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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PLEASE NOTE: This is a summary and analysis of the book and not the original book. If you'd like to purchase the original book, please paste this link in your browser: https://amzn.to/2IA5nRG Fanatical Prospecting is one of the best-selling sales books of all time. Blount's wisdom and experience will help you close more deals and keep your pipeline flowing! What does this ZIP Reads Summary Include? Synopsis of the original bookChapter-by-Chapter SummariesKey Takeaways from each chapterActionable steps to keep your pipeline fullTips and tricks and things to avoidSpecific advice on email, texting, and cold-calling leadsEditorial ReviewBackground on the authorAbout the Original Book: Fanatical Prospecting is a brief but powerful wake-up call to any salesperson or team leader. It tackles the concept of prospecting from the perspective of a salesperson, sales manager and prospect. Jeb Blount expertly addresses both the person and the techniques. He gives excellent tips and suggests proven solutions to anyone who seeks to improve the efficiency and effectiveness of their prospecting endeavors and fill their sales pipeline indefinitely. DISCLAIMER: This book is intended as a companion to, not a replacement for, Fanatical Prospecting. ZIP Reads is wholly responsible for this content and is not associated with the original author in any way.

Fanatical Prospecting Field Guide

Fanatical Prospecting Field Guide
A Book

by Jeb Blount

  • Publisher : Wiley
  • Release : 2019-03-12
  • Pages : 256
  • ISBN : 9781119324898
  • Language : En, Es, Fr & De
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Most salespeople and sales leaders who marvel at the consistent year in and year out performance of sales superstars are blind to the real reason for their success. Unwilling to accept that the foundational root of all success in sales is a fanatical focus on prospecting, they waste time tilting at windmills on their quixotic pursuit of fads, silver bullets, and secret formulas they believe will deliver them into arms of success with little effort. Fanatical Prospecting Field Guide will be an essential tool for leaders that aids and coaches sales people to become more effective prospectors. For salespeople, this book will explain the how and why behind the most important activity in sales and teach the skills and techniques required to become both effective and efficient at prospecting.

Summary of Jeb Blount's Fanatical Prospecting

Summary of Jeb Blount's Fanatical Prospecting
A Book

by Milkyway Media

  • Publisher : Milkyway Media
  • Release : 2021-09-03
  • Pages : 129
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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Buy now to get the main key ideas from Jeb Blount's Fanatical Prospecting Every job has its own set of challenges to overcome. To be a successful salesperson, you have to understand these obstacles and be prepared to face them head-on every single day. Jeb Blount’s Fanatical Prospecting (2015) focuses on the basis of sales: getting customers. The key is having a constant stream of prospective clients. Blount details how to use a balanced array of techniques, including texting, in-person visits, social media, e-mail, and cold calling. A lot of being a salesperson is mental, which Blount also addresses. It takes preparation, determination, and persistence. It is a simple job, but it definitely isn’t easy.

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text...: BY Jeb Blount | The MW Summary Guide

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text...: BY Jeb Blount | The MW Summary Guide

by The Mindset Warrior

  • Publisher : KP
  • Release : 101-01-01
  • Pages : 129
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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Fanatical Prospecting

Fanatical Prospecting
The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-mail, Text, and Cold Calling

by Jeb Blount

  • Publisher : Unknown Publisher
  • Release : 2015
  • Pages : 129
  • ISBN : 9788126560059
  • Language : En, Es, Fr & De
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Fanatical Military Recruiting

Fanatical Military Recruiting
The Ultimate Guide to Leveraging High-Impact Prospecting to Engage Qualified Applicants, Win the War for Talent, and Make Mission Fast

by Jeb Blount

  • Publisher : Wiley
  • Release : 2019-03-12
  • Pages : 336
  • ISBN : 1119473640
  • Language : En, Es, Fr & De
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Military Recruiting is a war. It’s just a different kind of war than what you were prepared and trained to fight. Recruiting, is a war for talent. Smart, competent, and capable people are rare and in high demand. Every organization from commercial enterprises, healthcare, non-profit, sports, education, to the military is in an outright battle to recruit and retain these bright and talented people. Rather than bullets and bombs, the war for talent is won through high-impact prospecting activity, time discipline, intellectual agility, emotional intelligence, and human to human relationships. On this highly competitive, ever changing, asymmetric battle field, to win, you must operate a level of excellence beyond anything asked of military recruiters before. Yet, in this new paradigm, many recruiters are struggling, and most recruiting units are staring down the barrel at 50 percent or more of their recruiters consistently missing Mission. It is imperative that we arm military recruiters with the skills they need to win in this challenging environment. The failure to make Mission is an existential threat to the strength and readiness of America’s fighting forces and our democracy. Fanatical Military Recruiting begins where the Recruiting and Retention colleges of the various branches of the military leave off. It is an advanced, master’s level, training resource designed specifically for the unique demands of Military Recruiting. In FMR you’ll learn: The Single Most Important Discipline in Military Recruiting How to Get Out of a Recruiting Slump The 30-Day Rule and Law of Replacement Powerful Time and Territory Management Strategies that Put You in Control of Your Day The 7 Step Telephone Prospecting Framework The 4 Step Email and Direct Messaging Framework The 5 C’s of Social Recruiting The 7 Step Text Message Prospecting Framework How to Leverage a Balanced Prospecting Methodology to Keep the Funnel Full of Qualified Applicants Powerful Human Influence Frameworks that Reduce Resistance and Objections The 3 Step Prospecting Objection Turn-Around Framework Mission Drive and the 5 Disciplines of Ultra-High Performing Military Recruiters In his signature right-to-the-point-style, that has made him the go-to trainer to a who’s who of the world’s most prestigious organizations, Jeb Blount pulls no punches. He slaps you in the face with the cold, hard truth about what’s really holding you back. Then he pulls you in with stories, examples, and lessons that teach you exactly what you need to do right now to become an ultra-high performing recruiter. Fanatical Military Recruiting is filled with the high-powered strategies, techniques, and tools you need to keep your funnel packed with qualified applicants. As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence. And, with this new-found confidence, your performance as a military recruiter will soar and you will Make Mission Fast.

Fanatical Prospecting

Fanatical Prospecting
The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text...: BY Jeb Blount

by The Mindset Warrior

  • Publisher : Unknown Publisher
  • Release : 2017
  • Pages : 129
  • ISBN : 9781386180159
  • Language : En, Es, Fr & De
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SUMMARY: Fanatical Prospecting

SUMMARY: Fanatical Prospecting
The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text... : by Jeb Blount | the MW Summary Guide

by The Mindset Warrior

  • Publisher : Unknown Publisher
  • Release : 2017-12-07
  • Pages : 52
  • ISBN : 9781981498277
  • Language : En, Es, Fr & De
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An Easy to Digest Summary Guide... ” BONUS MATERIAL AVAILABLE INSIDE “ If you're looking for alternative methods to heal from certain diseases or you're simply looking to recharge your mitochondrial health for a more energizing life experience, you're going to want to read this one.. The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? Maybe you haven't read the book, but want a short summary to save time? Maybe you'd just like a summarized version to refer to in the future? In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today.... NOTE: To Purchase the "Fanatical Prospecting"(full book); which this is not, simply type in the name of the book in the search bar of Amazon

Summary Guide Fanatical Prospecting Book by Jeb Blount

Summary Guide Fanatical Prospecting Book by Jeb Blount
A Book

by Cityprint

  • Publisher : Independently Published
  • Release : 2019-03-07
  • Pages : 40
  • ISBN : 9781799006121
  • Language : En, Es, Fr & De
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NOTE: This is a summary guide and is meant as a companion to, not a replacement for, the original book.Please follow this link to purchase a copy of the original book: https: //www.amazon.com/gp/product/8126560053/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=8126560053&linkCode=as2&tag=cityprint1-20&linkId=444762f583938566abfad4dd4a29b4dd THE BOOK: Fаnаtісаl Prоѕресtіng іѕ full оf truths, tips аnd trісkѕ dеѕіgnеd tо help mаrkеtеrѕ іmрrоvе thеіr gаmе іt іѕ thе ultіmаtе guіdе fоr thе ѕеllеr. Thе mеѕѕаgе іѕ ѕіmрlе іf you want tо become a ѕаlеѕ ѕuреrѕtаr, уоu should kеер уоur роrtfоlіо full of роtеntіаl customers. Aftеr all, nоbоdу іѕ going tо hіt a home run if thеу hаvе not even mаdе іt. Aсhіеvіng this focus is еxасtlу whаt thеѕе flickers will tеасh уоu to do. ABOUT THE AUTHOR: Jеb Blоunt is a sales ассеlеrаtіоn consultant with decades оf experience іn thе fіrѕt lіnе of sales. In аddіtіоn to being a hіghlу ѕuссеѕѕful аuthоr of sales, he is a highly sought-after business соасh аnd motivational speaker. Hе hаѕ been rесоgnіzеd аѕ one оf thе 50 mоѕt influential lеаdеrѕ in ѕаlеѕ and mаrkеtіng bу Tор Sаlеѕ mаgаzіnе and оnе оf thе 30 mоѕt іnfluеntіаl ѕосіаl sales in thе wоrld bу Fоrbеѕ.INTRODUCTION: If уоu'vе lооkеd at thе ѕаlеѕ-аnd-mаrkеtіng ѕесtіоn in your lосаl bookstore lаtеlу, уоu'll knоw that "gurus" рrоmіѕіng уоu thе world are a dіmе a dozen. Fоllоw their раіn-frее, nо-hаѕѕlе 12-ѕtер рlаn, thеу сlаіm, аnd you, tоо, саn knосk іt оut оf the park without breaking a sweat. But hеrе'ѕ thе rub: ѕаlеѕ іѕ tоugh. Thе аvеrаgе ѕаlеѕреrѕоn experiences more rеjесtіоn bеfоrе 09:00 а.m. on a rеgulаr weekday thаn mоѕt реорlе dо іn a уеаr. Chаѕіng dоwn lеаdѕ - thе аrt of рrоѕресtіng - rеԛuіrеѕ dеdісаtіоn, a саn-dо attitude аnd a thick skin. Mоѕt іmроrtаntlу, іf уоu'rе nоt putting the hоurѕ іn, you'll gо bust - it's аѕ simple as thаt. That's something Jeb Blount, a grіzzlеd vеtеrаn оf the frontlines оf ѕаlеѕ, knоwѕ bеttеr thаn mоѕt. Hіѕ аdvісе tо wоuld-bе ѕаlеѕ ѕuреrѕtаrѕ? Stор drіnkіng the Kool-Aid аnd get rеаl. After all, ѕаlеѕ іѕn't mаgіс - іt'ѕ part аrt, раrt science, аnd уоu саn lеаrn whаt іt tаkеѕ tо рrоѕресt lіkе a pro. Yоu wіll аlѕо discover іn thіѕ summary guіdе -Why уоu shouldn't rеlу оn a ѕіnglе ѕаlеѕ mеthоdоlоgу; -Hоw tо overcome уоur fеаr of rеjесtіоn; аnd -Why you ѕhоuld аlwауѕ put уоurѕеlf in your clients' ѕhоеѕ when уоu'rе making a ріtсh.

Fanatical Military Recruiting

Fanatical Military Recruiting
The Ultimate Guide to Leveraging High-Impact Prospecting to Engage Qualified Applicants, Win the War for Talent, and Make Mission Fast

by Jeb Blount

  • Publisher : John Wiley & Sons
  • Release : 2019-03-05
  • Pages : 336
  • ISBN : 1119473632
  • Language : En, Es, Fr & De
GET BOOK

Military Recruiting is a war. It’s just a different kind of war than what you were prepared and trained to fight for. Recruiting is a war for talent. Smart, competent, and capable people are rare and in high demand. Every organization, from commercial enterprises, healthcare, non-profit, sports, and education, to the military is in an outright battle to recruit and retain these bright and talented people. Rather than bullets and bombs, the war for talent is won through high-impact prospecting activity, time discipline, intellectual agility, emotional intelligence, and human to human relationships. On this highly competitive, ever changing, asymmetrical battlefield, to win, you must operate at a level of excellence beyond anything asked of military recruiters before. Yet, in this new paradigm, many recruiters are struggling, and most recruiting units are staring down the barrel at 50 percent or more of their recruiters consistently missing Mission. It is imperative that we arm military recruiters with the skills they need to win in this challenging environment. The failure to make Mission is an existential threat to the strength and readiness of America’s fighting forces and our democracy. Fanatical Military Recruiting begins where the Recruiting and Retention colleges of the various branches of the military leave off. It is an advanced, master’s level training resource designed specifically for the unique demands of Military Recruiting. In FMR, you’ll learn: The Single Most Important Discipline in Military Recruiting How to Get Out of a Recruiting Slump The 30-Day Rule and Law of Replacement Powerful Time and Territory Management Strategies that Put You in Control of Your Day The 7 Step Telephone Prospecting Framework The 4 Step Email and Direct Messaging Framework The 5 C’s of Social Recruiting The 7 Step Text Message Prospecting Framework How to Leverage a Balanced Prospecting Methodology to Keep the Funnel Full of Qualified Applicants Powerful Human Influence Frameworks that Reduce Resistance and Objections The 3 Step Prospecting Objection Turn-Around Framework Mission Drive and the 5 Disciplines of Ultra-High Performing Military Recruiters In his signature right-to-the-point style that has made him the go-to trainer to a who’s who of the world’s most prestigious organizations, Jeb Blount pulls no punches. He slaps you in the face with the cold, hard truth about what’s really holding you back. Then, he pulls you in with stories, examples, and lessons that teach you exactly what you need to do right now to become an ultra-high performing recruiter. Fanatical Military Recruiting is filled with the high-powered strategies, techniques, and tools you need to keep your funnel packed with qualified applicants. As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence. And, with this new-found confidence, your performance as a military recruiter will soar and you will Make Mission, Fast.

Virtual Selling

Virtual Selling
A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast

by Jeb Blount

  • Publisher : John Wiley & Sons
  • Release : 2020-07-28
  • Pages : 400
  • ISBN : 1119742714
  • Language : En, Es, Fr & De
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And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you: How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the "Swiss Army Knife" of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.

Combo Prospecting

Combo Prospecting
The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales

by Tony Hughes

  • Publisher : AMACOM
  • Release : 2018-01-11
  • Pages : 256
  • ISBN : 0814439128
  • Language : En, Es, Fr & De
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In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? By learning how to combine time-tested sales processes with cutting-edge social media strategies.Combo Prospecting details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. With actionable insights in every chapter, you will learn how to:• Locate leverage points that matter• Secure decision-maker meetings• Build a knockout online brand that distinguishes you from the pack• Build a constantly growing list of profitable referrals• And much, much more!Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. But new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.

Sales EQ

Sales EQ
How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

by Jeb Blount

  • Publisher : John Wiley & Sons
  • Release : 2017-03-20
  • Pages : 320
  • ISBN : 1119312574
  • Language : En, Es, Fr & De
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The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Objections

Objections
The Ultimate Guide for Mastering The Art and Science of Getting Past No

by Jeb Blount

  • Publisher : John Wiley & Sons
  • Release : 2018-05-17
  • Pages : 240
  • ISBN : 1119477360
  • Language : En, Es, Fr & De
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There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
A Book

by Marylou Tyler,Jeremey Donovan

  • Publisher : McGraw-Hill Education
  • Release : 2016-08-19
  • Pages : 208
  • ISBN : 9781259835643
  • Language : En, Es, Fr & De
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The proven system for B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as “Silicon Valley’s sales bible” (Inc.com) If your organization’s success is driven by B2B sales, this powerhouse of a book shows you how to generate new opportunities, build sales consistently, and focus on high revenue accounts with higher probability. It’s the most reliable and predictable prospecting system available, developed by the coauthor of the bestselling Predictable Revenue and the author of the international bestseller How to Deliver a TED Talk. Following a proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine. You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve revenue goals—quickly, efficiently, and predictably. As a bonus, you’ll receive full online access to sample materials, worksheets, blueprints, and more. If you are a business professional tasked with new business development, revenue generation, diversifying marketing lead generation channels, selling into disruptive markets, and justifying marketing ROI, Predictable Prospecting will be an invaluable resource.

INKED

INKED
The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal

by Jeb Blount

  • Publisher : John Wiley & Sons
  • Release : 2020-01-07
  • Pages : 336
  • ISBN : 1119540550
  • Language : En, Es, Fr & De
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Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today’s buyers have more power than ever before—more information, more at stake, and more control over the buying process—they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer—along with your company’s growth, profits, and market valuation. In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN. You’ll learn: Seven Immutable Rules of Sales Negotiation Why “Win-Win” Usually Means “You-Lose” The One Rule of Sales Negotiation You Must Never Break How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles Seven Principles of Effective Sales Negotiation Communication How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table How to Protect Yourself from the Psychological Games that Buyers Play With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve. INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer. You’ll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.

SUMMARY BUNDLE | Measure What Matters

SUMMARY BUNDLE | Measure What Matters
The Power of Data to Grow Your Business | Includes Summary of Measure What Matters, Summary of Loonshots, Summary of This Is Marketing, Plus TWO BONUS BOOKS!

by ZIP Reads

  • Publisher : ZIP Reads
  • Release : 101-01-01
  • Pages : 129
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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PLEASE NOTE: This is a collection of summaries, analyses, and reviews of the books, and NOT the original books. ZIP Reads is wholly responsible for this content and is not associated with the original author in any way. If you are the author, publisher, or representative of the original work, please contact info@zipreads.co with any questions or concerns. Whether you'd like to deepen your understanding, refresh your memory, or simply decide whether or not these books are for you, ZIP Reads Summary & Analysis is here to help. Absorb everything you need to know in about 20 minutes per book! This ZIP Reads Summary & Analysis Bundle includes: - Summary & Analysis of Measure What Matters | A Guide to the Book by John Doerr - Summary & Analysis of Loonshots | A Guide to the Book by Safi Bahcall - Summary & Analysis of This Is Marketing | A Guide to the Book by Seth Godin - Summary & Analysis of Fanatical Prospecting | A Guide to the Book by Jeb Blount - Summary & Analysis of Astroball | A Guide to the Book by Ben Reiter Each summary includes key takeaways and analysis of the original book to help you quickly absorb the author's wisdom in a distilled and easy-to-digest format. ZIP Reads' summaries mean you save time and money reading only what you need. Buy this five-book bundle and start growing your business the smart way TODAY! Measure What Matters Overview John Doerr presents an engaging, easy-to-read, and practical methodology for realizing your professional goals through OKRs, or, Objectives and Key Results in his bestselling book, Measure What Matters. Learn how to focus your business exactly where it can do the most good. Loonshots Overview In his thought-provoking book, Loonshots, physicist and entrepreneur Safi Bahcall explains how the world we see around us is the culmination of crazy ideas by individuals who refused to accept the status quo and boldly chased after a greater vision. This Is Marketing Overview In his 19th bestseller, Seth Godin turns everything you think about marketing on its head, presenting a simple but novel idea: marketers exist to serve the audience they target. Fanatical Prospecting Overview Fanatical Prospecting is a brief but powerful wake-up call to any salesperson or team leader. It tackles the concept of prospecting from the perspective of a salesperson, sales manager and prospect. Jeb Blount gives excellent tips and suggests proven solutions to anyone who seeks to improve the efficiency and effectiveness of their prospecting endeavors and fill their sales pipeline indefinitely. Astroball Overview After extensive research and analysis of his own, Ben Reiter offers readers a clear look at the evolution of the traditional game of baseball with all the pros and cons of allowing computers to make decisions. What you read may very well surprise you as the amount of complex data that can be broken down and analyzed today is uncovered. In spite of all that information, though, there is still one important factor that can never be taken for granted: it is people who play the game. Each summary includes key takeaways and analysis of the original book to help you quickly absorb the author's wisdom in a distilled and easy-to-digest format. ZIP Reads' summaries mean you save time and money reading only what you need. DISCLAIMER: This book is intended as a companion to, not a replacement for the original books. ZIP Reads is wholly responsible for this content and is not associated with the original authors in any way.

Smart Calling

Smart Calling
Eliminate the Fear, Failure, and Rejection from Cold Calling

by Art Sobczak

  • Publisher : John Wiley & Sons
  • Release : 2020-04-09
  • Pages : 288
  • ISBN : 1119676746
  • Language : En, Es, Fr & De
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Master cold-calling and eliminate rejection forever In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer, Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business. This best-selling guide to "never experiencing rejection again" has consistently found its way into the Top 20 in Amazon's Sales category, because its actionable sales tips and techniques have helped many minimize their fears and eliminate rejection. The newest edition builds upon the very successful formula of the last edition to help sales professionals take control of their strategy and get more yeses from their prospects. With new information, this info-packed release provides powerful sales insights, including: The foundational concepts of cold calling, featuring real-life examples you can carry with you into your sales career Multiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and what's a waste of your time New methodologies that are proven to push you past your fear and into the world of successful prospecting Free access to Art Sobczak's Smart Calling Companion Course, where he builds on the many techniques and strategies in the book, and will update it with new material and tech resources so that you will always have the current best practices and tools. If you're failing to convert your prospects into dollars, Smart Calling will help you push past the obstacles holding you back until you're an expert at taking a "no" and turning it into a "yes."