Objections
The Ultimate Guide for Mastering the Art and Science of Getting past No
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Objections
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Narrado por:
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Jeb Blount
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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, or if you are new to sales or a veteran. 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 best sellers 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.
©2018 Jeb Blount (P)2019 Gildan Media, LLCLos oyentes también disfrutaron...
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Pitch Anything
- An Innovative Method for Presenting, Persuading, and Winning the Deal
- De: Oren Klaff
- Narrado por: Stephen Bowlby
- Duración: 6 h y 14 m
- Versión completa
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General5 out of 5 stars 429
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Narración:5 out of 5 stars 362
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Historia5 out of 5 stars 358
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million—and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
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5 out of 5 stars
-
packed
- De anonymous en 11-15-24
De: Oren Klaff
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The Only Sales Guide You'll Ever Need
- De: Anthony Iannarino
- Narrado por: Anthony Iannarino
- Duración: 5 h y 54 m
- Versión completa
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General4.5 out of 5 stars 599
-
Narración:4.5 out of 5 stars 511
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Historia4.5 out of 5 stars 503
Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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5 out of 5 stars
-
Great read
- De Helpful Review en 10-12-17
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Start with No
- The Negotiating Tools that the Pros Don't Want You to Know
- De: Jim Camp
- Narrado por: Robert Jordan
- Duración: 7 h y 58 m
- Versión completa
-
General4.5 out of 5 stars 1,161
-
Narración:5 out of 5 stars 944
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Historia4.5 out of 5 stars 934
For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions.
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5 out of 5 stars
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Thanks Chris Voss!
- De Dennis Hettema en 10-03-20
De: Jim Camp
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The Power of Presence
- Unlock Your Potential to Influence and Engage Others
- De: Kristi Hedges
- Narrado por: Karen Saltus
- Duración: 7 h
- Versión completa
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General4 out of 5 stars 78
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Narración:4 out of 5 stars 66
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Historia4 out of 5 stars 66
Everyone recognizes leaders with "presence." They stand out for their seemingly innate ability to command attention and inspire commitment. But what is this secret quality they exude, exactly? Executive and CEO coach Kristi Hedges demystifies this elusive trait, revealing that leadership presence is the intersection of outward influencing skills and internal mental conditioning. Using her I-Presence model, the author shows how anyone-regardless of position or personality-can strengthen their impact.
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4 out of 5 stars
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Useful Information, Robotic Presentation
- De Jennifer L. Sullivan en 04-22-15
De: Kristi Hedges
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Authenticity: The Head, Heart, and Soul of Selling
- De: Ron Willingham
- Narrado por: Ron Willingham
- Duración: 7 h y 16 m
- Versión resumida
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General4.5 out of 5 stars 23
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Narración:4.5 out of 5 stars 21
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Historia5 out of 5 stars 20
Emotional factors are powerful contributors to sales success. In this audiobook, you will go beyond the what to the how and why, and learn whole-being selling - selling that utilizes the head, heart, and soul and brings mental, emotional, and spiritual forces together. Sales expert Ron Willingham shares new discoveries about the deeper causes of sales success or failure, and offers a step-by-step guide.
De: Ron Willingham
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Power Listening
- Mastering the Most Critical Business Skill of All
- De: Bernard T Ferrari
- Narrado por: Sean Pratt
- Duración: 5 h y 36 m
- Versión completa
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General4 out of 5 stars 88
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Narración:4 out of 5 stars 73
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Historia4 out of 5 stars 71
Listening is harder than it looks - but it's the difference between business success and failure. Nothing causes bad decisions in organizations as often as poor listening. But Bernard Ferrari, adviser to some of the nation's most influential executives, believes that such missteps can be avoided and that the skills and habits of good listening can be developed and mastered. He offers a step-by-step process that will help you become an active listener, able to shape and focus any conversation.
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5 out of 5 stars
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Better listening made easy
- De Alejandro A. en 09-07-12
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What Do You Really Want for Your Children?
- De: Dr. Wayne W. Dyer
- Narrado por: Dr. Wayne W. Dyer
- Duración: 4 h y 12 m
- Versión completa
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General5 out of 5 stars 335
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Narración:5 out of 5 stars 285
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Historia5 out of 5 stars 282
Questioning thousands of parents and educators, Dr. Wayne Dyer learned firsthand what people really want for their children. They don't particularly want their kids to go to fancy schools, acquire riches, or live "the good life". They do want them to have personal integrity and high self-esteem, and to grow up with love and peace in their hearts. Children raised the Wayne Dyer way feel useful and needed. They are inner- rather than outer-directed. They live a stress-free life naturally, without resorting to drugs.
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5 out of 5 stars
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Deaply helpful
- De Dominique en 04-28-15
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Brainblocks
- Overcoming the 7 Hidden Barriers to Success
- De: Dr. Theo Tsaousides
- Narrado por: Sean Pratt
- Duración: 6 h y 33 m
- Versión completa
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General4.5 out of 5 stars 52
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Narración:4.5 out of 5 stars 49
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Historia4.5 out of 5 stars 49
Brainblocks are the mental obstacles that keep people from achieving success, defined as setting, pursuing, and achieving a goal. Managing the brain is the solution to preventing mental blocks from interfering with achieving your goals.
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2 out of 5 stars
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Not worth my time
- De John W. Bates en 11-03-15
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The 25 Most Common Sales Mistakes and How to Avoid Them
- De: Stephan Schiffman
- Narrado por: Michael Ferreri
- Duración: 1 h y 47 m
- Versión completa
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General4.5 out of 5 stars 74
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Narración:4.5 out of 5 stars 48
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Historia4.5 out of 5 stars 48
Noted sales trainer Stephan Schiffman, the famous master of cold calls and sales techniques, provides bite-sized tips on correcting common sales problems, using the same nuggets-of-advice format as in many of his other books!
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5 out of 5 stars
-
Distilled value.
- De Steve en 09-15-17
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Necessary Endings
- The Employees, Businesses, and Relationships That All of Us Have to Give Up in Order to Move Forward
- De: Henry Cloud
- Narrado por: Henry Cloud
- Duración: 7 h y 15 m
- Versión completa
-
General5 out of 5 stars 2,544
-
Narración:4.5 out of 5 stars 2,162
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Historia4.5 out of 5 stars 2,145
While endings are a natural part of business and life, we often experience them with a sense of hesitation, sadness, resignation, or regret. But consultant, psychologist, and bestselling author Dr. Henry Cloud sees endings differently. He argues that our personal and professional lives can only improve to the degree that we can see endings as a necessary and strategic step to something better.
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5 out of 5 stars
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A Good One
- De Philips Adeniyi en 03-26-12
De: Henry Cloud
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Thanks for the Feedback
- The Science and Art of Receiving Feedback Well
- De: Sheila Heen, Douglas Stone
- Narrado por: Sheila Heen, Douglas Stone
- Duración: 9 h y 48 m
- Versión completa
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General4.5 out of 5 stars 1,441
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Narración:4.5 out of 5 stars 1,201
-
Historia4.5 out of 5 stars 1,183
The coauthors of the New York Times best-selling Difficult Conversations take on the toughest topic of all: How we see ourselves. Douglas Stone and Sheila Heen have spent the past 15 years working with corporations, nonprofits, governments, and families to determine what helps us learn and what gets in our way. In Thanks for the Feedback, they explain why receiving feedback is so crucial yet so challenging. They blend the latest insights from neuroscience and psychology with practical, hard-headed advice.
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3 out of 5 stars
-
Poor narration ruins yet another good read
- De WordNerd en 08-25-14
De: Sheila Heen, y otros
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Maximum Influence: 2nd Edition
- The 12 Universal Laws of Power Persuasion
- De: Kurt W Mortensen
- Narrado por: Tim Andres Pabon
- Duración: 8 h y 49 m
- Versión completa
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General4.5 out of 5 stars 115
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Narración:4.5 out of 5 stars 102
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Historia4 out of 5 stars 101
Salespeople, consultants, managers, executives, entrepreneurs... Influence is a crucial tool for absolutely anyone seeking success and prosperity. But how can everyday people actually become more influential? Maximum Influence unlocks the secrets of the master influencers. Now in an all-new edition, the audiobook combines scientific research with real-world studies, presenting the most authoritative and effective arsenal of persuasion techniques ever.
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3 out of 5 stars
-
Good book
- De Federico Alvarez en 11-21-14
De: Kurt W Mortensen
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The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- De: Anthony Iannarino
- Narrado por: Anthony Iannarino
- Duración: 5 h y 9 m
- Versión completa
-
General4.5 out of 5 stars 312
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Narración:4.5 out of 5 stars 270
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Historia4.5 out of 5 stars 269
Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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4 out of 5 stars
-
gems buried in fluff
- De Andrey Norin en 04-13-18
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Herding Tigers
- Be the Leader That Creative People Need
- De: Todd Henry
- Narrado por: Joe Hempel
- Duración: 6 h y 26 m
- Versión completa
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General4.5 out of 5 stars 209
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Narración:4.5 out of 5 stars 170
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Historia4.5 out of 5 stars 169
Successful leaders of creative teams have mastered the difficult transition from doing the work to leading the work, and this book shows how. Todd Henry picks up where The Accidental Creative left off and provides an indispensable handbook of on-the-ground, tactical advice for new managers of creatives.
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5 out of 5 stars
-
Todd Henry is always on point for brilliance
- De Amazon Customer en 11-11-18
De: Todd Henry
-
Performing Under Pressure
- The Science of Doing Your Best When It Matters Most
- De: Hendrie Weisinger, J. P. Pawliw-Fry
- Narrado por: Michael Butler Murray
- Duración: 11 h
- Versión completa
-
General4.5 out of 5 stars 384
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Narración:4.5 out of 5 stars 325
-
Historia4.5 out of 5 stars 323
Performing Under Pressure tackles the greatest obstacle to personal success, whether in a sales presentation, at home, on the golf course, interviewing for a job, or performing onstage at Carnegie Hall. Despite sports mythology, no one rises to the occasion under pressure and does better than they do in practice. The reality is pressure makes us do worse and sometimes leads us to fail utterly. But there are things we can do to diminish its effects on our performance.
-
5 out of 5 stars
-
great book!
- De Family Account en 04-01-15
De: Hendrie Weisinger, y otros
-
Combo Prospecting
- The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales
- De: Tony J. Hughes
- Narrado por: Simon Mattacks
- Duración: 8 h y 6 m
- Versión completa
-
General4.5 out of 5 stars 144
-
Narración:4.5 out of 5 stars 117
-
Historia4.5 out of 5 stars 116
How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Old-school prospecting tactics or new-school techniques alone won't provide the answers. But Combo Prospecting will...by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks.
-
5 out of 5 stars
-
Excellent Book
- De Amazon Customer en 04-04-18
De: Tony J. Hughes
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You will improve your communication skills!
- De Cheri's my kitty en 12-02-20
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People Love You
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What you experience is what you remember. The more emotional the experience, the deeper it is branded into your memory. Experience has a massive impact on buying decisions. Every touch point, every time you or someone in your company engages a customer, it creates an experience - something they remember. When they have a negative experience, they tend to vote with their feet (and their wallets) and head straight to your competitors.
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In Selling the Price Increase, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process.
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Selling in a Crisis
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Discover the secrets to influencing the performance of the people you lead. Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance. In People Follow You managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead.
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Good leadership fundamentals refresher…
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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.
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Effective Approach to EQ Sales Mastery
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The world's foremost producer of personal development and motivational audio programs offers an expanded version of Brian Tracy's sales classic.
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Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!
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Virtual Training is the definitive guide to delivering virtual training that engages learners and makes new skills and behavioral changes stick. Jeb Blount, one of the most celebrated trainers and authors of our generation, walks you step-by-step through the seven elements of effective, engaging virtual learning experiences.
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Historia4.5 out of 5 stars 269
Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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4 out of 5 stars
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gems buried in fluff
- De Andrey Norin en 04-13-18
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The Only Sales Guide You'll Ever Need
- De: Anthony Iannarino
- Narrado por: Anthony Iannarino
- Duración: 5 h y 54 m
- Versión completa
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General4.5 out of 5 stars 599
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Narración:4.5 out of 5 stars 511
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Historia4.5 out of 5 stars 503
Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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5 out of 5 stars
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Great read
- De Helpful Review en 10-12-17
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Smart Calling, 3rd Edition
- Eliminate the Fear, Failure, and Rejection from Cold Calling
- De: Art Sobczak
- Narrado por: Art Sobczak
- Duración: 9 h y 42 m
- Versión completa
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General4.5 out of 5 stars 75
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Narración:4.5 out of 5 stars 58
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Historia4.5 out of 5 stars 58
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.
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5 out of 5 stars
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best book you can buy if you're in Sales
- De Memić en 09-03-20
De: Art Sobczak
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Close That Sale!
- The 24 Best Sales Closing Techniques Ever Discovered
- De: Brian Tracy
- Narrado por: Brian Tracy
- Duración: 1 h y 14 m
- Versión completa
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General4.5 out of 5 stars 876
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Narración:4.5 out of 5 stars 723
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Historia4.5 out of 5 stars 717
Close That Sale! The 24 Best Sales Closing Techniques Ever Discovered is perhaps the most valuable small book in the world of selling and business today. In 25 fast-moving chapters, based on thousands of sales conversations, and the experience of more than 1,000,000 salespeople worldwide, you learn how to make more sales, faster than you ever thought possible.
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5 out of 5 stars
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Helpful and Extremely Clear!
- De bSharpe3 en 02-05-15
De: Brian Tracy
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The Psychology of Selling
- Increase Your Sales Faster and Easier Than You Ever Thought Possible
- De: Brian Tracy
- Narrado por: Brian Tracy
- Duración: 6 h y 18 m
- Versión completa
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General4.5 out of 5 stars 3,624
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Narración:4.5 out of 5 stars 3,002
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Historia4.5 out of 5 stars 2,965
Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.
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5 out of 5 stars
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multiple sound defects, sounds like in barrel
- De DAVID en 03-09-14
De: Brian Tracy
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Overcoming Top Sales Objections
- How to Handle the Most Difficult Sales Objections to Closing a Sale, Made for Success
- De: Made for Success, Tom Hopkins, Zig Ziglar, y otros
- Narrado por: Tom Hopkins, Zig Ziglar, Bryan Flanagan
- Duración: 3 h y 12 m
- Versión completa
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General4.5 out of 5 stars 375
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Narración:4.5 out of 5 stars 317
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Historia4.5 out of 5 stars 309
In this audiobook, you'll learn a four-step program taught by IBM and Xerox that has proven to produce top-performing salespeople in their industry....
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2 out of 5 stars
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I wouldn't buy it again
- De Richard S. Holder en 04-25-15
De: Made for Success, y otros
Lo que los oyentes dicen sobre Objections
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Silvana
- 10-04-20
Outstanding book
Outstanding book, excellent, to the point
Every body shoud read it, sales or no sales major, closing a skill for life
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Total5 out of 5 stars
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Ejecución1 out of 5 stars
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Historia5 out of 5 stars
- Jeff R
- 09-04-24
bad language...
uses foul language, which is not needed to get your point across... why did you have to wreck a good book?
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Anonymous User
- 05-12-20
If you fear objections
If you fear objections or do not know how to handle objections, this is the book for you! It is truly amazing!
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Brian Lee
- 04-25-23
Should be required
This book should be required reading for anyone in sales and even life. The lessons taught here could be applied to life and help to make it more enjoyable.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Amazon Customer
- 11-08-23
Must read!
This book, after giving it a shot, and listening to it, has become one of the must reads I provide for all of my new sales people that I train.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Marc Gaudette
- 06-04-19
very valuable information!
this was an excellent audiobook. The information contained in this book is valuable enough to listen to the book repeatedly. in fact, I would recommend the people who buy the audiobook should buy a paperback copy of the book and read along with it and highlighted. I would do this with any of the books that are published by this author.
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esto le resultó útil a 9 personas
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Brian Hennessey
- 05-30-19
Great stuff! Essential for ALL sales professionals!
Jeb does it again. Another great book on selling. This needs to be listened to regularly. We need reminding as much as we learning.
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esto le resultó útil a 6 personas
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Total4 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- MZF
- 06-06-20
solid book.
didn't fulfill the hype from those that referred me to it, but solid technical application of marketing/sales. more of a marketing foundation with a feel of software/engineering sales. less helpful for one call close environment, but some great gems are to be found. I'll read it a few more times to keep digesting what I may have missed.
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esto le resultó útil a 1 persona
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Total4 out of 5 stars
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Ejecución4 out of 5 stars
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Historia4 out of 5 stars
- Amazon Customer
- 08-30-20
Tools to overcome
great tools to master in the sales game. A must-have if you are breathing. Kudos.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Brandon
- 03-19-24
🔥🔥🔥
In depth explanations of dealing with rejection and the negative emotions that come with. Practical steps of application. Very good!
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