Sheila Harrison, IT Consultant and Trainer.
"Effective and helpful tools that will enable me to fight my fear of cold calling. Excellent and worthwhile buy".
Alison Young, Advertising Sales.
"I have been in telesales for 6.5 years since reading your book I realize I still have much to learn".
George Huckle Helping Hands
Answers how to effectively turn objections into a meaningful conversation for mutual benefit This is a must have book
Ann Tough Ceridian Centrefile
My boss says I am a success story and the only training I have had these 2 fabulous books
George Huckle Helping Hands
If you wish to rapidly gain a clear simple concise understanding of this subject this is a must have book
Book Description
Perfecting The Art Of Telesales Spiced With The Magic Of Neuro Linguistic Programming approaches telesales in a step-by-step manner, taking beginners or seasoned professionals through everything they need to know. Suggestions for prospecting are excellent.
A Practical Guide To The Art Of Objection Handling has a practical approach to why objections are raised, and how to overcome them and maintain dialogue. It's true value is it provides 'responses' to the most common objections as well as giving specific examples for industries: Advertising, Distributors, Leisure, Recruitment, Software, Telecoms, Travel, Training - general and IT.
From the Publisher
We have had great success at selling these books to organisations for their sales staff and into their reference libraries Action International Manchester Evening News Newcastle Chronicle Journal Western Mail Echo Trinity Newspapers British Standards Institute The Car Phone Warehouse CIS Cooperative Insurance PPD Consulting Ltd Premier Pure Water British Standards Institute Sea Bass Software Ltd Ceridian Centrefile Ltd SAS Software Ltd EDS Global Field Services Ltd Virgin Vie - The Virgin Cosmetics Co Ltd
From the Author
The majority of objections are not inherent to the buyer, but are created by your behaviour. A common situation is where you assume you have found a need and seeing the opportunity proceed to sell the product or service to that need and this creates an objection because the need is only your perception it is not a real need and priority in the buyer’s mind.Objections are in fact opportunities to sell buying signals. It is often the point at which you will really start to help the buyer make up her mind to purchase your product or service. Objections mostly occur through Ineffective communication,Inadequate selling skills if you do the job thoroughly you leave little room for doubt or uncertainty!, Poor fact-finding and offering a solution closing too early, Offering features and benefits totally unrelated to her real needs wants or desires. They can also be, Delaying tactics, Lack of understanding, A real problem Just a clarification of points, A need for reassurance to put her mind at rest before she says yes. The purpose of this guidebook to share knowledge and bring you, the reader, objection handling knowledge and techniques so you too can learn and develop your skills in a simple practical and cost effective way. Inspiration and motivation to help you reach your sales goals and achieve peak performance in a demanding sales environment.I trust that this guidebook will help you to grow and develop your skills to ensure you achieve the success you desire and deserve.
From the Inside Flap
Learn how to turn any objection into a new line of discussion
From the Back Cover
A beneficial tool for any sales professional or anyone starting or growing his or her own business. An essential guide to the techniques of objection handling. Develop skills in a simple practical and cost effective way. Ensure you gain commitment and make sales more often by learning. How to explore what the objection really is. The questions and techniques that help you to maintain the selling conversation and how to qualify and overcome resistance
About the Author
Summary of Accomplishments. When originally employed in the UK’s largest safety organisation Brenda ran a Telephone Sales team of 28 persons. Her role and responsibilities included the planning and selling of health, safety, management and communication courses. Generating of revenues in excess £1.3 million per year. Training over 26,000 people per annum on both public and on-site courses worldwide. Set up her own Telemarketing, Consultancy and Training business in 1984. After period of almost meteoric growth she split the company so that the on-site telemarketing would develop in its own right. Brenda continued to work as an international business consultant and trainer, as well as remaining a major shareholder, and developer of the telemarketing business.In 6 years the telemarketing organisation had grown from 2 to 35 telemarketers, was very profitable and cash rich. It was therefore attractive enough to be sold at a substantial profit to the largest US direct marketing company with interests in the UK. This placed Brenda in the enviable position of being able to follow her real passion and concentrate her own energies on call centre consultancy, customer service improvement, sales and communication skills training. She set up Shine Consultancy and Training Ltd. Brenda holds a deep-rooted belief that a key to her customer’s successes is directly linked to providing consultant and trainers who have direct and practical hands-on experience in the field in which they provide their training services. Such consultants and trainers conduct Shine’s on-site projects and training programmes. Customers are not buying textbook or academic theories but receive immense value through her Associates and her own long-term business experience and consistent best practice philosophy.
