Stop, Ask, and Listen: Proven Sales Techniques to Turn Browsers Into Buyers - Softcover

Robertson, Kelley

4.12

8 ratings by Goodreads

9780470833674: Stop, Ask, and Listen: Proven Sales Techniques to Turn Browsers Into Buyers

Softcover

ISBN 10: 047083367X ISBN 13: 9780470833674

Publisher: Wiley, 2006

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"This book gives every sales professional, in any market, a step-by-step process to make more sales, faster and easier than ever before. Worth its weight in gold!" -Brian Tracy, President, Brian Tracy International, and Author of Advanced Selling Strategies Does the sheer thought of selling make you nervous and uncomfortable? Do you find it difficult to overcome price objections? Do you wish you could close more sales with less effort? You are not alone. Most people are not natural-born sales professionals. Making a sales call stresses us out. Meeting our sales targets month after month is difficult and frustrating. We make a living but we know we could do better, close more sales, and earn more money. Selling does not have to be difficult. Now you can quickly and easily learn the techniques used by top retail sales people. They are deceptively simple, yet extremely effective. WhataEURO(t)s more, they can be used by sales professionals in any business to improve their results. Stop, Ask & Listen: Proven Sales Techniques to Turn Browsers Into Buyers will show you: * The 11 most common mistakes sales people make and how to avoid them. * How to create a connection with your potential customer quickly and easily. * The 33 questions that will gain your prospectaEURO(t)s trust. * How to deliver an engaging and captivating sales presentation. * A four-step process to overcome virtually any objection. * Lots of examples, sample scripts, and action plans you can use to apply the concepts in the book, no matter what you sell. Whether you are new to selling, an experienced veteran, or a sales manager training, supervising, and coaching a team, you will learn valuable strategies that will help you increase your sales and earn more money.

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Review:

Praise for Kelley Robertson and Stop, Ask and Listen People will pay a premium for quality. We?ve used concepts similar to what Kelley presents in Stop, Ask, and Listen and they have helped us succeed. If they work for us, they?ll work for you. I recommend this book to anyone who is serious about increasing sales and customer loyalty. ?Harry Rosen, Chairman, Harry Rosen Inc. This book gives every sales professional, in any market, a step-by-step process to make more sales, faster and easier than ever before. Worth its weight in gold! ?Brian Tracy, President, Brian Tracy International Author of Advanced Selling Strategies Stop, Ask, and Listen is an outstanding book! I was amazed how many practical ideas were included. When you apply these concepts you will definitely separate yourself from your competitors. I highly recommend this book to anyone in sales. ?Jim Clemmer, President, The Clemmer Group Author of Pathways to Performance and Growing the Distance I have been exposed to many sales processes and I have never seen one as practical and achievable as Kelley?s. It is refreshing to read a book on sales that succeeds in selling me on the process it prescribes. Stop, Ask, and Listen combines the essential mechanics and the crucial mindset of successful selling in a process that is totally achievable. ?Blair Minnes, Account Manager, Larter Creative Stop, Ask, and Listen is an excellent book! Kelley has done what most authors neglect to do3/4 include a step-by-step blueprint to implement the concepts in his book. His examples, analogies, and real-life situations reflect a keen understanding of professional selling behaviour. Good material for sales people at all levels, whether selling a Walkman or a multi-million dollar aircraft. ?Greg Marlo, Director of Sales & Marketing, OurPLANE Inc. Stop, Ask, and Listen is well-written book and a must-read for any salesperson. When you apply the concepts you will demonstrate to your customer why they should buy from you, at your price. It will definitely increase your negotiating power. ?Michael Sloopka, President, Selling Solutions I am reading, re-reading, and re-reading this book. I am convinced that there is no finer book on effective selling in existence! Because of this book, I see a bright future ahead for me in sales. ?Dave Smith, Sales Associate, Forshey Piano Company I have studied this book from cover to cover numerous times and have to say that it is probably the most helpful self-help sales training book I have read so far. My sales results from the open houses increased exponentially this last weekend?thanks to your blueprint. Looks like my sales are on an upward swing! ?Dino Di Diodoro, Agent, Re/Max Real Estate I have read books by the top motivators such as Brian Tracy and Tom Hopkins and Stop, Ask, and Listen rates as one of the best. I have already doubled my sales from last month! ?David Hannah, Sales Consultant, Ottawa West Hyundai "Brilliant" is the only way to describe this book. Kelley has identified the most significant challenges faced by salespeople and demonstrated how to overcome them. He demonstrates a keen insight into customer needs and wants. All salespeople could learn something from this book regardless of what, and to whom, they sell. ?Andrea Nierenberg, The Nierenbreg Group In today?s economy, customers are more discriminating and have more information and choice. Kelley?s vision and concepts for motivating your customers to buy are unique and practical. This foolproof method of selling will distinguish you from your competition. Stop, Ask, and Listen is guaranteed to propel you to the highest level of success. ?Roz Usheroff, President, The Usheroff Institute

About the Author:

Kelley Robertson, President of The Robertson Training Group, has been helping people improve their skills for almost fifteen years. He began by training employees, managers and owner/operators in the hospitality industry, and then became Manager of Retail Training for Sony of Canada. Since 1995, he has conducted hundreds of training workshops and helped thousands of professionals improve their sales results. His growing client list includes the Canadian Franchise Association, Crabtree & Evelyn, Delta Hotels, Fern Resort, Hillebrand Estates Winery, Home Hardware, Rogers AT&T Wireless, Rogers Video, Sony of Canada, and Staples/Business Depot. Kelley Robertson's articles are frequently published in a variety of online and print magazines and newsletter, such as, Selling Power, Training, Sales & Marketing, Sales Promotion, Canadian Business Franchise, Small Business Canada, Creative Training Techniques, and Executive Sales Briefing. His column appears regularly in Canadian Vending magazine, and his weekly newsletter, The 59-Second Tip, provides insight on a wide variety of business skills. Kelley Robertson can be reached at kelley@robertsontraininggroup.com.

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