Jeb Blount Bücher

Verkaufen ist ein unnatürlicher Beruf: Man begibt sich bewusst immer wieder in Situationen, in denen man auf Ablehnung stößt. Für den Umgang damit hält Jeb Blount ein ganzes Füllhorn an Praxistipps und Formulierungsbeispielen bereit, aus dem der Leser sich bedienen kann. Ein starres Skript liefert der Autor aber nicht, ebensowenig eine Zauberformel für 100 Prozent Abschlussquoten. Denn jede Verkaufssituation ist anders. Wer sich aber Denkanstöße, Beispiele und Hintergrundinformationen zur Psychologie des Verkaufens wünscht, wird hier sicherlich fündig

Sogenannte VILTs, sprich trainergeleitete virtuelle Schulungen, sind die Zukunft. Trainer, die hier nicht mit der Zeit gehen und sich dem neuen Format verweigern, werden - so jedenfalls der Autor - bald arbeitslos. Die These klingt drastisch, wird aber vom Autor plausibel untermauert. In seinem Buch zeigt er auf, wie Sie den Sprung schaffen - selbst mit kleinem Budget: vom besten Mikrofon über die perfekte Checkliste bis hin zum optimalen Layout Ihrer Folien. Das systematische und überaus praxisorientierte Buch hat das Zeug zum Standardwerk

Master effective closing and sales negotiation tactics that lead to successful deals. Sales professionals often leave significant revenue unclaimed due to being outmaneuvered by savvy buyers who excel in negotiation techniques. Today's buyers possess more information and control over the purchasing process, giving them a stronger position in negotiations. Consequently, many salespeople find themselves on the losing end, which can hinder their income and their company's growth and market valuation. In this insightful guide, the author equips you with the essential strategies, tactics, and skills to become a formidable sales negotiator. With a direct approach, he reveals the harsh realities of sales negotiations and provides the tools needed to regain control of outcomes. Key lessons include the Seven Immutable Rules of Sales Negotiation, the pitfalls of the "Win-Win" mindset, and the critical rule you must never break. You'll discover how to utilize the MLP strategy to improve your chances of winning, adapt to different buyer communication styles through the ACED Buyer Persona Model, and apply the DEAL framework to steer conversations effectively. Additionally, you'll learn powerful negotiation psychology and influence techniques to maintain control, overcome disruptive emotions, and safeguard against psychological tactics employed by buyers. Equip yourself with these powerful tactics to enhance your negotiation success and

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power more information, more at stake, and more control over the sales process than any time in history.

Ditch the failed sales tactics, fill your pipeline, and crush your numberFanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development prospecting.

Remote learning dates back to the 18th century when Caleb Phillips introduced correspondence courses, allowing people to learn new skills regardless of their location. Over the past 300 years, virtual training has gradually evolved, but the global pandemic dramatically accelerated its adoption. Social distancing and remote work transformed the landscape, revealing that traditional classroom training is often costly, inefficient, and yields poor returns on investment. While replicating the collaborative atmosphere of physical classrooms in a virtual setting poses challenges, virtual training offers structure, accountability, and social learning benefits, all while providing speed, agility, and substantial cost savings. It enables organizations to rapidly upskill employees and achieve a higher return on training investments. Additionally, virtual training is environmentally friendly, consuming nearly 90% less energy and producing 85% fewer CO2 emissions than in-person training. However, the historical resistance to virtual training stems from negative experiences, often characterized by disengaging sessions. The delivery method is crucial; when the virtual learning experience is positive, participants engage more, retain knowledge better, and are more likely to attend future sessions. This book serves as a comprehensive guide to creating engaging virtual training that fosters skill acquisition and behavioral change.