Overcoming Objections: How to Close More Sales at Higher Margins Using Proven Strategies

Overcoming Objections: How to Close More Sales at Higher Margins Using Proven Strategies

Author: Carl Henry

Publisher: Henry Associates Press

Published: 2016-02-10

Total Pages: 114

ISBN-13: 9780996936002

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In almost every sale, an objection will be raised. How you deal with your customer's concern will often make the difference between a completed order and a missed opportunity. The best salespeople don't become masters at overcoming objections by accident. They can deal with them smoothly and confidently because they get the right information, use the right techniques, and follow a smart strategy for melting buyer resistance. In this short book, Carl Henry will teach you everything you need to know about sales objections, including: what the most common objections are, why customers raise them, how you can diagnose and defeat almost objection, and even when to walk away from a sale. Don't let sales objections stop you in your tracks... and stop you from earning your next commission. Pick up your copy of Overcoming Sales Objections today and learn what it takes to get past customer reluctance and close more sales!


Book Synopsis Overcoming Objections: How to Close More Sales at Higher Margins Using Proven Strategies by : Carl Henry

Download or read book Overcoming Objections: How to Close More Sales at Higher Margins Using Proven Strategies written by Carl Henry and published by Henry Associates Press. This book was released on 2016-02-10 with total page 114 pages. Available in PDF, EPUB and Kindle. Book excerpt: In almost every sale, an objection will be raised. How you deal with your customer's concern will often make the difference between a completed order and a missed opportunity. The best salespeople don't become masters at overcoming objections by accident. They can deal with them smoothly and confidently because they get the right information, use the right techniques, and follow a smart strategy for melting buyer resistance. In this short book, Carl Henry will teach you everything you need to know about sales objections, including: what the most common objections are, why customers raise them, how you can diagnose and defeat almost objection, and even when to walk away from a sale. Don't let sales objections stop you in your tracks... and stop you from earning your next commission. Pick up your copy of Overcoming Sales Objections today and learn what it takes to get past customer reluctance and close more sales!

How to Sell at Margins Higher Than Your Competitors

How to Sell at Margins Higher Than Your Competitors

Author: Lawrence L. Steinmetz

Publisher: John Wiley & Sons

Published: 2010-12-23

Total Pages: 274

ISBN-13: 1118040619

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Praise for How to Sell at Margins Higher Than Your Competitor "This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople." --Bill Scales, CEO, Scales Industrial Technologies, Inc. "As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'" --John K. Harris, CEO, JK Harris & Company, LLC "If you live and die on price, this book could be your only lifeline." --Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections "How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence." --Joe Bracket, President, Power Equipment Company "I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do--like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book." --George C. Giessing, President, Brusco-Rich, Inc. "This energizing book is the 'right stuff' for every sales force. It should be a required study for every executive and sales professional who seeks to be successful." --David R. Little, Chairman and CEO, DXP Enterprises, Inc.


Book Synopsis How to Sell at Margins Higher Than Your Competitors by : Lawrence L. Steinmetz

Download or read book How to Sell at Margins Higher Than Your Competitors written by Lawrence L. Steinmetz and published by John Wiley & Sons. This book was released on 2010-12-23 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for How to Sell at Margins Higher Than Your Competitor "This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople." --Bill Scales, CEO, Scales Industrial Technologies, Inc. "As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'" --John K. Harris, CEO, JK Harris & Company, LLC "If you live and die on price, this book could be your only lifeline." --Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections "How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence." --Joe Bracket, President, Power Equipment Company "I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do--like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book." --George C. Giessing, President, Brusco-Rich, Inc. "This energizing book is the 'right stuff' for every sales force. It should be a required study for every executive and sales professional who seeks to be successful." --David R. Little, Chairman and CEO, DXP Enterprises, Inc.

32 Sales Objections Easily Countered

32 Sales Objections Easily Countered

Author: Stepp Stevens Sydnor

Publisher: iUniverse

Published: 2015-10-15

Total Pages: 162

ISBN-13: 1491774509

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“Stepp’s book should be required for anyone in sales! You will be far more equipped for a successful sales career than the vast majority of salespeople out there. Including your competition!” - Kevin Knebl, CMEC international speaker, author, trainer and executive coach “This is not just a book. It’s a field guide to success. Stepp makes it easy to overcome objections at the point of attack. In a world where we tend to over-think and over-analyze, 32 Sales Objections Easily Countered will make it much easier for sales people to not just take no for an answer, but what they should do with that no.” - Skip Miller, author and president, M3 Learning Get the YES! Close more deals and score more opportunities, easily counter sales objections, stalls and pushbacks with proven words that work from Stepp Sydnor. “Is this the best price I can get?” “I want to think it over.” “We are happy with our current vendor.” “I can’t afford it.” “I am under contract.” Don’t lose one more prospective deal to these common objections. Learn to redirect prospects’ objections into conversations that leave no doubt in their mind to choose you. I’ll give you tips, tactics, and strategies that have been proven to improve closing rates. The easy to use directory allows you to quickly find a specific objection with suggestions on what to say and what not to say. The ease of this book and knowledge included will make it an indispensable tool in the field. Get ready for a sales transformation.


Book Synopsis 32 Sales Objections Easily Countered by : Stepp Stevens Sydnor

Download or read book 32 Sales Objections Easily Countered written by Stepp Stevens Sydnor and published by iUniverse. This book was released on 2015-10-15 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Stepp’s book should be required for anyone in sales! You will be far more equipped for a successful sales career than the vast majority of salespeople out there. Including your competition!” - Kevin Knebl, CMEC international speaker, author, trainer and executive coach “This is not just a book. It’s a field guide to success. Stepp makes it easy to overcome objections at the point of attack. In a world where we tend to over-think and over-analyze, 32 Sales Objections Easily Countered will make it much easier for sales people to not just take no for an answer, but what they should do with that no.” - Skip Miller, author and president, M3 Learning Get the YES! Close more deals and score more opportunities, easily counter sales objections, stalls and pushbacks with proven words that work from Stepp Sydnor. “Is this the best price I can get?” “I want to think it over.” “We are happy with our current vendor.” “I can’t afford it.” “I am under contract.” Don’t lose one more prospective deal to these common objections. Learn to redirect prospects’ objections into conversations that leave no doubt in their mind to choose you. I’ll give you tips, tactics, and strategies that have been proven to improve closing rates. The easy to use directory allows you to quickly find a specific objection with suggestions on what to say and what not to say. The ease of this book and knowledge included will make it an indispensable tool in the field. Get ready for a sales transformation.

Critical Selling

Critical Selling

Author: Nick Kane

Publisher: John Wiley & Sons

Published: 2015-09-28

Total Pages: 230

ISBN-13: 1119052580

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Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.


Book Synopsis Critical Selling by : Nick Kane

Download or read book Critical Selling written by Nick Kane and published by John Wiley & Sons. This book was released on 2015-09-28 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.

Stop Selling Start Believing

Stop Selling Start Believing

Author: John P Kaufman

Publisher: Sales Coaching Lab

Published: 2024-01-01

Total Pages: 487

ISBN-13:

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Who is this book for and why should you buy it? This book is for anyone who is feeling STUCK – Stuck in your life, stuck in your job, stuck in your relationships, and stuck always feeling like other people are getting a better deal in life than you are. ESPECIALLY if you work in sales, THIS book is FOR YOU! I will teach you how to maximise your motivation, with my 10 step plan to set goals that you WILL achieve EVERY time so you can STOP making excuses in your life for why you aren’t getting the things you DESERVE. If you WORK IN SALES, it will help you build a NONSTOP LEAD FLOW machine that will keep your pipeline FULL and when you GET those leads, it will help you build a ROCK SOLID plan to guide your new prospects all the way through your pipeline. If you are struggling with CLOSING deals, I will teach you 5 POWER closes that will ELIMINATE most objections and give you the tools you need to HOLD MORE PROFITS than you EVER have BEFORE - while still getting RAVE REVIEWS from your customers. It will teach you proven negotiation techniques to NEGOTIATE better deals for yourself, whether you are a BUYER or a SELLER. If you are STRUGGLING with overcoming OBJECTIONS - I have included a MASTER CLASS in objection handling – including the reasons your customers HAVE objections in the FIRST PLACE, the psychological principals of objections, and OVER a DOZEN of the MOST EFFECTIVE - OBJECTION handling frameworks that will close the MOST DIFFICULT customers more often than you’ve EVER done before. If you would benefit from ANY of this – then well, this book is FOR YOU!


Book Synopsis Stop Selling Start Believing by : John P Kaufman

Download or read book Stop Selling Start Believing written by John P Kaufman and published by Sales Coaching Lab. This book was released on 2024-01-01 with total page 487 pages. Available in PDF, EPUB and Kindle. Book excerpt: Who is this book for and why should you buy it? This book is for anyone who is feeling STUCK – Stuck in your life, stuck in your job, stuck in your relationships, and stuck always feeling like other people are getting a better deal in life than you are. ESPECIALLY if you work in sales, THIS book is FOR YOU! I will teach you how to maximise your motivation, with my 10 step plan to set goals that you WILL achieve EVERY time so you can STOP making excuses in your life for why you aren’t getting the things you DESERVE. If you WORK IN SALES, it will help you build a NONSTOP LEAD FLOW machine that will keep your pipeline FULL and when you GET those leads, it will help you build a ROCK SOLID plan to guide your new prospects all the way through your pipeline. If you are struggling with CLOSING deals, I will teach you 5 POWER closes that will ELIMINATE most objections and give you the tools you need to HOLD MORE PROFITS than you EVER have BEFORE - while still getting RAVE REVIEWS from your customers. It will teach you proven negotiation techniques to NEGOTIATE better deals for yourself, whether you are a BUYER or a SELLER. If you are STRUGGLING with overcoming OBJECTIONS - I have included a MASTER CLASS in objection handling – including the reasons your customers HAVE objections in the FIRST PLACE, the psychological principals of objections, and OVER a DOZEN of the MOST EFFECTIVE - OBJECTION handling frameworks that will close the MOST DIFFICULT customers more often than you’ve EVER done before. If you would benefit from ANY of this – then well, this book is FOR YOU!

Words on Cassette

Words on Cassette

Author:

Publisher:

Published: 1997

Total Pages: 2496

ISBN-13:

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Book Synopsis Words on Cassette by :

Download or read book Words on Cassette written by and published by . This book was released on 1997 with total page 2496 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Selling Without But

Selling Without But

Author: Roman Kmenta

Publisher:

Published: 2023-10-12

Total Pages: 0

ISBN-13: 9783903845527

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Objections are commonplace for many salespeople in sales talks. But that doesn't make them popular. Yet objections are important because they often lead directly to the conclusion of a sale.


Book Synopsis Selling Without But by : Roman Kmenta

Download or read book Selling Without But written by Roman Kmenta and published by . This book was released on 2023-10-12 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Objections are commonplace for many salespeople in sales talks. But that doesn't make them popular. Yet objections are important because they often lead directly to the conclusion of a sale.

The Psychology of Selling

The Psychology of Selling

Author: Brian Tracy

Publisher: Thomas Nelson Inc

Published: 2006-06-20

Total Pages: 240

ISBN-13: 0785288066

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Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.


Book Synopsis The Psychology of Selling by : Brian Tracy

Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Price Objection Handling Made Easy

Price Objection Handling Made Easy

Author: Roman Kmenta

Publisher:

Published: 2023-07-11

Total Pages: 0

ISBN-13: 9783903845640

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Are you sometimes or even frequently confronted with price objections by your clients? Price objections can be annoying or even end the sales process. Giving an insecure or wrong answer in a price negotiation might very well turn out to be an expensive mistake, possibly costing you a lot of money. With this book, Roman Kmenta provides helpful, proven sales tactics and answers on the question 'How to negotiate a price'. It is the perfect resource for salespersons, key account managers, entrepreneurs and self-employed people when handling price objections in a price talk. With these 118 answers to price objections, you will always have the right objection handling in price discussions and negotiate successfully. This book is the perfect completion for the excellent sales books of Zig Ziglar, Grant Cardone, Brian Tracy, Jordan Belfort, Jeffrey Gitomer or Neil Rackham.


Book Synopsis Price Objection Handling Made Easy by : Roman Kmenta

Download or read book Price Objection Handling Made Easy written by Roman Kmenta and published by . This book was released on 2023-07-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you sometimes or even frequently confronted with price objections by your clients? Price objections can be annoying or even end the sales process. Giving an insecure or wrong answer in a price negotiation might very well turn out to be an expensive mistake, possibly costing you a lot of money. With this book, Roman Kmenta provides helpful, proven sales tactics and answers on the question 'How to negotiate a price'. It is the perfect resource for salespersons, key account managers, entrepreneurs and self-employed people when handling price objections in a price talk. With these 118 answers to price objections, you will always have the right objection handling in price discussions and negotiate successfully. This book is the perfect completion for the excellent sales books of Zig Ziglar, Grant Cardone, Brian Tracy, Jordan Belfort, Jeffrey Gitomer or Neil Rackham.

The Only Sales Conversation That Closes

The Only Sales Conversation That Closes

Author: Auguste Crenshaw

Publisher:

Published: 2018-09

Total Pages: 110

ISBN-13: 9781720772682

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Ladies "sales" is not a dirty word. Unfortunately, you may have had some "dirty" experiences. Sales also is NOT a script. It is possible to become a master closer and be authentic simultaneously. Learn how to communicate in a way it makes people ask how can they work with you. You won't have to use scare tactics that make you feel dishonest.This book is going to go over every aspect of the sale. You can read this book in two hours. It isn't just information rather guidance through the "how-to"! Learn how to create a conversation you can have and feel good about yourself. Close sales in your sleep. Get clients to speak out against their objections.Learn the strategies my clients have used to sell anything from $50.00 to $12,000.00. It isn't about the cost of the product. It is how you position yourself. Sell in your authority. You are here to make a change in the world. You know people need your products and services. You have to learn how to get people to accept your offer. One of the greats said every entrepreneur should have at least one Sales position. Well, your dream is underway, and there is not turning back. Get it all here.Don't do anything else until you read this! Here are 10 of the most common mistakes Women in Business Make on Sales Calls:1. You never make an official offer. 2. You make the offer to soon. 3. Your fear shows up and you CANNOT say the price with confidence. (your energy drops) 4. You reduce the cost you had in your mind hoping it will make them say yes. (they still don't) 5. You talk more than the potential client. 6. You surrender with the first objection. 7. You are afraid to ask the hard questions. 8. You talk too long about all the details. 9. You pitch more than you have a conversation 10. You offer more than they ask for and overwhelm them. (people who think too hard don't buy) How many of these mistakes are you making? WARNING: This book contains the most real sales conversation you will ever have access to.You Need Real Talk For Real Results. You are one click away from getting information some said, "DON'T PUT IT ALL IN THE BOOK, HOW WILL YOU UPSELL"! This is a rare opportunity to get the strategy for the conversation that closes clients. Answer this question. Have you ever found yourself thinking, "If I could just get one person to say yes?" Or if it happened do you find yourself praying for it to happen again. Say goodbye to: -Hope -Fears -Objections Who wants a profit-proven system to use while Closing by having a genuine conversation with someone you would love to help. Plus, closing without feeling bad because you didn't use scare tactics. Get this book and ... Discover how to sell according to your brand, personality, and values, NOT a script!Build intimate connections that turn people from CURIOUS to CASHING OUT!Develop "THE" mindset to confidently ask for the price point you DESIRE!Connection, Closing, Objections Follow-up, Mindset Yes Everything!


Book Synopsis The Only Sales Conversation That Closes by : Auguste Crenshaw

Download or read book The Only Sales Conversation That Closes written by Auguste Crenshaw and published by . This book was released on 2018-09 with total page 110 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ladies "sales" is not a dirty word. Unfortunately, you may have had some "dirty" experiences. Sales also is NOT a script. It is possible to become a master closer and be authentic simultaneously. Learn how to communicate in a way it makes people ask how can they work with you. You won't have to use scare tactics that make you feel dishonest.This book is going to go over every aspect of the sale. You can read this book in two hours. It isn't just information rather guidance through the "how-to"! Learn how to create a conversation you can have and feel good about yourself. Close sales in your sleep. Get clients to speak out against their objections.Learn the strategies my clients have used to sell anything from $50.00 to $12,000.00. It isn't about the cost of the product. It is how you position yourself. Sell in your authority. You are here to make a change in the world. You know people need your products and services. You have to learn how to get people to accept your offer. One of the greats said every entrepreneur should have at least one Sales position. Well, your dream is underway, and there is not turning back. Get it all here.Don't do anything else until you read this! Here are 10 of the most common mistakes Women in Business Make on Sales Calls:1. You never make an official offer. 2. You make the offer to soon. 3. Your fear shows up and you CANNOT say the price with confidence. (your energy drops) 4. You reduce the cost you had in your mind hoping it will make them say yes. (they still don't) 5. You talk more than the potential client. 6. You surrender with the first objection. 7. You are afraid to ask the hard questions. 8. You talk too long about all the details. 9. You pitch more than you have a conversation 10. You offer more than they ask for and overwhelm them. (people who think too hard don't buy) How many of these mistakes are you making? WARNING: This book contains the most real sales conversation you will ever have access to.You Need Real Talk For Real Results. You are one click away from getting information some said, "DON'T PUT IT ALL IN THE BOOK, HOW WILL YOU UPSELL"! This is a rare opportunity to get the strategy for the conversation that closes clients. Answer this question. Have you ever found yourself thinking, "If I could just get one person to say yes?" Or if it happened do you find yourself praying for it to happen again. Say goodbye to: -Hope -Fears -Objections Who wants a profit-proven system to use while Closing by having a genuine conversation with someone you would love to help. Plus, closing without feeling bad because you didn't use scare tactics. Get this book and ... Discover how to sell according to your brand, personality, and values, NOT a script!Build intimate connections that turn people from CURIOUS to CASHING OUT!Develop "THE" mindset to confidently ask for the price point you DESIRE!Connection, Closing, Objections Follow-up, Mindset Yes Everything!