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A priceless resource for seasoned as well as first-time executives, this is the playbook that explains how to recruit better people and build stronger, more effective teams. Executives are highly motivated to get better at hiring because they know the ability to consistently identify and recruit the right people is critical to the success of their businesses—and their personal advancement. But hiring people isn't taught in business schools or executive development programs. This book provides the sorely needed and essential practical instruction that executives are not receiving elsewhere, supplying a step-by-step guide for those who want to excel at attracting and identifying talent. Covering everything from the basics of defining a job to the intricacies of managing internal politics, this no-nonsense book provides a clear roadmap through the often-daunting and pitfall-laden recruiting process. In addition to explaining how to get it right, the book provides the information and guidance readers need to identify and fix the most common problems that doom hiring efforts to failure. Debunking the idea that "some people are just great recruiters and some aren't," the author clearly identifies the steps that anyone can take in order to master the art—and science—of recruiting.
Book Synopsis Mastering the Art of Recruiting by : Michael Travis
Download or read book Mastering the Art of Recruiting written by Michael Travis and published by Bloomsbury Publishing USA. This book was released on 2015-01-16 with total page 158 pages. Available in PDF, EPUB and Kindle. Book excerpt: A priceless resource for seasoned as well as first-time executives, this is the playbook that explains how to recruit better people and build stronger, more effective teams. Executives are highly motivated to get better at hiring because they know the ability to consistently identify and recruit the right people is critical to the success of their businesses—and their personal advancement. But hiring people isn't taught in business schools or executive development programs. This book provides the sorely needed and essential practical instruction that executives are not receiving elsewhere, supplying a step-by-step guide for those who want to excel at attracting and identifying talent. Covering everything from the basics of defining a job to the intricacies of managing internal politics, this no-nonsense book provides a clear roadmap through the often-daunting and pitfall-laden recruiting process. In addition to explaining how to get it right, the book provides the information and guidance readers need to identify and fix the most common problems that doom hiring efforts to failure. Debunking the idea that "some people are just great recruiters and some aren't," the author clearly identifies the steps that anyone can take in order to master the art—and science—of recruiting.
A priceless resource for seasoned as well as first-time executives, this is the playbook that explains how to recruit better people and build stronger, more effective teams. Executives are highly motivated to get better at hiring because they know the ability to consistently identify and recruit the right people is critical to the success of their businesses—and their personal advancement. But hiring people isn't taught in business schools or executive development programs. This book provides the sorely needed and essential practical instruction that executives are not receiving elsewhere, supplying a step-by-step guide for those who want to excel at attracting and identifying talent. Covering everything from the basics of defining a job to the intricacies of managing internal politics, this no-nonsense book provides a clear roadmap through the often-daunting and pitfall-laden recruiting process. In addition to explaining how to get it right, the book provides the information and guidance readers need to identify and fix the most common problems that doom hiring efforts to failure. Debunking the idea that "some people are just great recruiters and some aren't," the author clearly identifies the steps that anyone can take in order to master the art—and science—of recruiting.
Book Synopsis Mastering the Art of Recruiting by : Michael Travis
Download or read book Mastering the Art of Recruiting written by Michael Travis and published by Praeger. This book was released on 2015-01-16 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: A priceless resource for seasoned as well as first-time executives, this is the playbook that explains how to recruit better people and build stronger, more effective teams. Executives are highly motivated to get better at hiring because they know the ability to consistently identify and recruit the right people is critical to the success of their businesses—and their personal advancement. But hiring people isn't taught in business schools or executive development programs. This book provides the sorely needed and essential practical instruction that executives are not receiving elsewhere, supplying a step-by-step guide for those who want to excel at attracting and identifying talent. Covering everything from the basics of defining a job to the intricacies of managing internal politics, this no-nonsense book provides a clear roadmap through the often-daunting and pitfall-laden recruiting process. In addition to explaining how to get it right, the book provides the information and guidance readers need to identify and fix the most common problems that doom hiring efforts to failure. Debunking the idea that "some people are just great recruiters and some aren't," the author clearly identifies the steps that anyone can take in order to master the art—and science—of recruiting.
A priceless resource for seasoned as well as first-time executives, this is the playbook that explains how to recruit better people and build stronger, more effective teams. Executives are highly motivated to get better at hiring because they know the ability to consistently identify and recruit the right people is critical to the success of their businesses—and their personal advancement. But hiring people isn't taught in business schools or executive development programs. This book provides the sorely needed and essential practical instruction that executives are not receiving elsewhere, supplying a step-by-step guide for those who want to excel at attracting and identifying talent. Covering everything from the basics of defining a job to the intricacies of managing internal politics, this no-nonsense book provides a clear roadmap through the often-daunting and pitfall-laden recruiting process. In addition to explaining how to get it right, the book provides the information and guidance readers need to identify and fix the most common problems that doom hiring efforts to failure. Debunking the idea that "some people are just great recruiters and some aren't," the author clearly identifies the steps that anyone can take in order to master the art—and science—of recruiting.
Book Synopsis Mastering the Art of Recruiting by : Michael Travis
Download or read book Mastering the Art of Recruiting written by Michael Travis and published by Bloomsbury Publishing USA. This book was released on 2015-01-16 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: A priceless resource for seasoned as well as first-time executives, this is the playbook that explains how to recruit better people and build stronger, more effective teams. Executives are highly motivated to get better at hiring because they know the ability to consistently identify and recruit the right people is critical to the success of their businesses—and their personal advancement. But hiring people isn't taught in business schools or executive development programs. This book provides the sorely needed and essential practical instruction that executives are not receiving elsewhere, supplying a step-by-step guide for those who want to excel at attracting and identifying talent. Covering everything from the basics of defining a job to the intricacies of managing internal politics, this no-nonsense book provides a clear roadmap through the often-daunting and pitfall-laden recruiting process. In addition to explaining how to get it right, the book provides the information and guidance readers need to identify and fix the most common problems that doom hiring efforts to failure. Debunking the idea that "some people are just great recruiters and some aren't," the author clearly identifies the steps that anyone can take in order to master the art—and science—of recruiting.
This book was written in mind for the entry-level Recruiter looking to learn more about crafting recruiter messages to candidates within any industry. With the recruiting market being more competitive than ever, you must master the basics of crafting tailored recruiter messages. Focusing more on quality over quantity will help differentiate yourself from a sea of other recruiters online. The frustration that recruiters face is feeling as if they put in the necessary hours to source and approach qualified candidates, but they don't receive a high response rate. You can put in a ton of hours as a recruiter but that won't necessarily translate to getting a hire. It takes an ART when reaching out to candidates online, whether it's over InMail, email, or text message. You will need to craft an appropriate message that will produce a response from a passive candidate.
Book Synopsis The Art of the Recruiter Message by : Jonathan Kidder
Download or read book The Art of the Recruiter Message written by Jonathan Kidder and published by . This book was released on 2021-09-18 with total page 75 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book was written in mind for the entry-level Recruiter looking to learn more about crafting recruiter messages to candidates within any industry. With the recruiting market being more competitive than ever, you must master the basics of crafting tailored recruiter messages. Focusing more on quality over quantity will help differentiate yourself from a sea of other recruiters online. The frustration that recruiters face is feeling as if they put in the necessary hours to source and approach qualified candidates, but they don't receive a high response rate. You can put in a ton of hours as a recruiter but that won't necessarily translate to getting a hire. It takes an ART when reaching out to candidates online, whether it's over InMail, email, or text message. You will need to craft an appropriate message that will produce a response from a passive candidate.
Book Synopsis The Limitless Recruiter by : JAMES. KINGSTON
Download or read book The Limitless Recruiter written by JAMES. KINGSTON and published by . This book was released on 2022 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
In this instant New York Times Bestseller, Geoff Smart and Randy Street provide a simple, practical, and effective solution to what The Economist calls “the single biggest problem in business today”: unsuccessful hiring. The average hiring mistake costs a company $1.5 million or more a year and countless wasted hours. This statistic becomes even more startling when you consider that the typical hiring success rate of managers is only 50 percent. The silver lining is that “who” problems are easily preventable. Based on more than 1,300 hours of interviews with more than 20 billionaires and 300 CEOs, Who presents Smart and Street’s A Method for Hiring. Refined through the largest research study of its kind ever undertaken, the A Method stresses fundamental elements that anyone can implement–and it has a 90 percent success rate. Whether you’re a member of a board of directors looking for a new CEO, the owner of a small business searching for the right people to make your company grow, or a parent in need of a new babysitter, it’s all about Who. Inside you’ll learn how to • avoid common “voodoo hiring” methods • define the outcomes you seek • generate a flow of A Players to your team–by implementing the #1 tactic used by successful businesspeople • ask the right interview questions to dramatically improve your ability to quickly distinguish an A Player from a B or C candidate • attract the person you want to hire, by emphasizing the points the candidate cares about most In business, you are who you hire. In Who, Geoff Smart and Randy Street offer simple, easy-to-follow steps that will put the right people in place for optimal success.
Book Synopsis Who by : Geoff Smart
Download or read book Who written by Geoff Smart and published by Ballantine Books. This book was released on 2008-09-30 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this instant New York Times Bestseller, Geoff Smart and Randy Street provide a simple, practical, and effective solution to what The Economist calls “the single biggest problem in business today”: unsuccessful hiring. The average hiring mistake costs a company $1.5 million or more a year and countless wasted hours. This statistic becomes even more startling when you consider that the typical hiring success rate of managers is only 50 percent. The silver lining is that “who” problems are easily preventable. Based on more than 1,300 hours of interviews with more than 20 billionaires and 300 CEOs, Who presents Smart and Street’s A Method for Hiring. Refined through the largest research study of its kind ever undertaken, the A Method stresses fundamental elements that anyone can implement–and it has a 90 percent success rate. Whether you’re a member of a board of directors looking for a new CEO, the owner of a small business searching for the right people to make your company grow, or a parent in need of a new babysitter, it’s all about Who. Inside you’ll learn how to • avoid common “voodoo hiring” methods • define the outcomes you seek • generate a flow of A Players to your team–by implementing the #1 tactic used by successful businesspeople • ask the right interview questions to dramatically improve your ability to quickly distinguish an A Player from a B or C candidate • attract the person you want to hire, by emphasizing the points the candidate cares about most In business, you are who you hire. In Who, Geoff Smart and Randy Street offer simple, easy-to-follow steps that will put the right people in place for optimal success.
Research shows you have a 50% chance of hiring the right employee . . . and a 50% chance of hiring the wrong one. It's a toss up, but it doesn't have to be. Mis-hires siphon your energy and erode team culture. Replacing them is stressful and can cost over $40,000 per re-hire. With the right tools, all of that can be avoided, and you can consistently make great hires. After years of scientific research and first-hand interview experience with thousands of candidates, Chaka Booker has created a system that helps employers consistently make great hires. Mastering the Hire provides 12 proven strategies that have been used to accurately identify the right talent 90% of the time. Whether hiring manager, business owner, CEO, search consultant, team manager, team member, novice or expert interviewer, Chaka's method is for anyone who wants to beat the hiring odds. In this book, you will learn: How to manage your intuition: when to trust it and when to put it aside. Question design principles: structuring questions so candidates are influenced to tell the truth. The power of pressure: when to apply or release pressure and how to control the hidden internal pressure that leads to poor decisions. To identify key competencies: the four competencies you must always interview for and techniques to accurately assess them. Tools for removing bias: tomorrow's talent doesn't fit yesterday's mold and is often overlooked. To reimagine the hiring process: resume reviews, phone interviews, and in-person interviews will get a much-needed revamp with innovative twists on each. The interview is the cornerstone of the hiring process, yet science has shown the odds aren't in your favor. Mastering the Hire provides strategies that will dramatically improve the one decision that determines everything you can accomplish--who you hire.
Book Synopsis Mastering the Hire by : Chaka Booker
Download or read book Mastering the Hire written by Chaka Booker and published by HarperCollins Leadership. This book was released on 2020-03-24 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research shows you have a 50% chance of hiring the right employee . . . and a 50% chance of hiring the wrong one. It's a toss up, but it doesn't have to be. Mis-hires siphon your energy and erode team culture. Replacing them is stressful and can cost over $40,000 per re-hire. With the right tools, all of that can be avoided, and you can consistently make great hires. After years of scientific research and first-hand interview experience with thousands of candidates, Chaka Booker has created a system that helps employers consistently make great hires. Mastering the Hire provides 12 proven strategies that have been used to accurately identify the right talent 90% of the time. Whether hiring manager, business owner, CEO, search consultant, team manager, team member, novice or expert interviewer, Chaka's method is for anyone who wants to beat the hiring odds. In this book, you will learn: How to manage your intuition: when to trust it and when to put it aside. Question design principles: structuring questions so candidates are influenced to tell the truth. The power of pressure: when to apply or release pressure and how to control the hidden internal pressure that leads to poor decisions. To identify key competencies: the four competencies you must always interview for and techniques to accurately assess them. Tools for removing bias: tomorrow's talent doesn't fit yesterday's mold and is often overlooked. To reimagine the hiring process: resume reviews, phone interviews, and in-person interviews will get a much-needed revamp with innovative twists on each. The interview is the cornerstone of the hiring process, yet science has shown the odds aren't in your favor. Mastering the Hire provides strategies that will dramatically improve the one decision that determines everything you can accomplish--who you hire.
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.
Book Synopsis Fanatical Military Recruiting by : Jeb Blount
Download or read book Fanatical Military Recruiting written by Jeb Blount and published by John Wiley & Sons. This book was released on 2019-03-05 with total page 271 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Talent Management Systems addresses the transformation Web-based technologies have brought to workforce acquisition and management. It examines proven and leading-edge best practices, and what tactics and strategies organizations should employ to remain competitive in this arena. The book is part practical, offering advice on how to institute best practices in e-recruitment and talent management, and strategic, discussing trends and state of the art technology and practices that should be adopted or avoided. "We're at the brink of the next global battle in the war for talent, and companies with a firm grasp on today's technologies, and the best view over the horizon, are positioned to win. No one understands the intersection of talent and technology better than Allan Schweyer and, as this book demonstrates, no one tells us the story as clearly as he. This is an essential read and an important work in the now-critical discipline of human capital management." —Michael Foster, CEO, AIRS, and Author of Recruiting on the Web "Allan Schweyer has been on the leading edge of recruitment technology since the dawn of the Internet. In many ways the Internet has created more confusion than solutions for the world of recruiting and talent management. It has certainly made things more complex. HR professionals and even company presidents have become desperate for clarity on the future of talent management-Allan Schweyer's book provides that clarity and establishes him as the authority on web-based hiring and talent management. No major implementation decision should be made without this invaluable guide." —Graham Donald, President, Brainstorm Consulting "Talent management has suddenly gone from being a nice idea to a core business function. No one knows more about this new function, and the technologies that make it possible, than Allan Schweyer." —David Creelman, Senior Contributing Editor, HR.com, and Independent Human Capital Analyst "Once again, Schweyer has produced the best writing in North America on this subject, which I've covered for fifteen years." —Bill Kutik, Technology Columnist, Human Resource Executive "As corporate executives quickly come to the shocking realization that the global workforce-and how that talent is managed and developed both locally and globally—will almost unilaterally determine their future success in global markets, few workforce experts have bothered to provide business leaders with a useful compass and map for the next chapter of workforce management. Mr. Schweyer generously and eloquently provides the talent compass and workforce map for the first pragmatic steps of the new global journey." —John Chaisson, CEO, Global Workforce Solutions
Book Synopsis Talent Management Systems by : Allan Schweyer
Download or read book Talent Management Systems written by Allan Schweyer and published by John Wiley & Sons. This book was released on 2010-02-09 with total page 271 pages. Available in PDF, EPUB and Kindle. Book excerpt: Talent Management Systems addresses the transformation Web-based technologies have brought to workforce acquisition and management. It examines proven and leading-edge best practices, and what tactics and strategies organizations should employ to remain competitive in this arena. The book is part practical, offering advice on how to institute best practices in e-recruitment and talent management, and strategic, discussing trends and state of the art technology and practices that should be adopted or avoided. "We're at the brink of the next global battle in the war for talent, and companies with a firm grasp on today's technologies, and the best view over the horizon, are positioned to win. No one understands the intersection of talent and technology better than Allan Schweyer and, as this book demonstrates, no one tells us the story as clearly as he. This is an essential read and an important work in the now-critical discipline of human capital management." —Michael Foster, CEO, AIRS, and Author of Recruiting on the Web "Allan Schweyer has been on the leading edge of recruitment technology since the dawn of the Internet. In many ways the Internet has created more confusion than solutions for the world of recruiting and talent management. It has certainly made things more complex. HR professionals and even company presidents have become desperate for clarity on the future of talent management-Allan Schweyer's book provides that clarity and establishes him as the authority on web-based hiring and talent management. No major implementation decision should be made without this invaluable guide." —Graham Donald, President, Brainstorm Consulting "Talent management has suddenly gone from being a nice idea to a core business function. No one knows more about this new function, and the technologies that make it possible, than Allan Schweyer." —David Creelman, Senior Contributing Editor, HR.com, and Independent Human Capital Analyst "Once again, Schweyer has produced the best writing in North America on this subject, which I've covered for fifteen years." —Bill Kutik, Technology Columnist, Human Resource Executive "As corporate executives quickly come to the shocking realization that the global workforce-and how that talent is managed and developed both locally and globally—will almost unilaterally determine their future success in global markets, few workforce experts have bothered to provide business leaders with a useful compass and map for the next chapter of workforce management. Mr. Schweyer generously and eloquently provides the talent compass and workforce map for the first pragmatic steps of the new global journey." —John Chaisson, CEO, Global Workforce Solutions
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.
Book Synopsis Objections by : Jeb Blount
Download or read book Objections written by Jeb Blount and published by John Wiley & Sons. This book was released on 2018-06-13 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
