The moment you're rejected, sales begin (Uncut and Complete Translation)
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Description
Book Introduction
Amazon's longest-running bestseller, with 70 million copies sold worldwide
[Times Magazine · Forbes] A must-read for self-employed people, salespeople, and corporate CEOs!
Elmer Letterman's sales secrets, selected as one of the world's top 10 salesmen!
What to sell?
Why should I sell?
How to sell?
Includes the world's first coach's questions!
Why Sales Begin the Moment You're Rejected
A customer's 'no' is a signal.
It is a signal that more information and explanation is needed to better inform you of the benefits of the product you are dealing with.
Therefore, salespeople should not exaggerate or inflate the product's advantages or features, but should focus and concentrate on the customer.
This is why they say, "The moment you're rejected, the sales process begins."
The customer may want to hear more explanation on the second rejection than the first, or on the third rejection than the second.
So, turning a 'no' into a 'yes' doesn't mean persuading the customer to change his or her mind.
It simply means helping customers make up their minds.
Every salesperson experiences rejection.
Nevertheless, the essence of a great salesman is someone who does not get discouraged.
These salesmen don't let a "yes" get away, no matter how faint it may sound.
Because professional sales skills begin with customer rejection.
This book will not only help many people understand sales, but also help them apply its practical know-how to their own sales techniques to achieve their goals, and will be of great help in starting a second life.
[Times Magazine · Forbes] A must-read for self-employed people, salespeople, and corporate CEOs!
Elmer Letterman's sales secrets, selected as one of the world's top 10 salesmen!
What to sell?
Why should I sell?
How to sell?
Includes the world's first coach's questions!
Why Sales Begin the Moment You're Rejected
A customer's 'no' is a signal.
It is a signal that more information and explanation is needed to better inform you of the benefits of the product you are dealing with.
Therefore, salespeople should not exaggerate or inflate the product's advantages or features, but should focus and concentrate on the customer.
This is why they say, "The moment you're rejected, the sales process begins."
The customer may want to hear more explanation on the second rejection than the first, or on the third rejection than the second.
So, turning a 'no' into a 'yes' doesn't mean persuading the customer to change his or her mind.
It simply means helping customers make up their minds.
Every salesperson experiences rejection.
Nevertheless, the essence of a great salesman is someone who does not get discouraged.
These salesmen don't let a "yes" get away, no matter how faint it may sound.
Because professional sales skills begin with customer rejection.
This book will not only help many people understand sales, but also help them apply its practical know-how to their own sales techniques to achieve their goals, and will be of great help in starting a second life.
- You can preview some of the book's contents.
Preview
index
A Letter of Recommendation (Eric Johnston, President of the Motion Picture Association of America) 2
4 Ways to Use Coaching Questions
Chapter 1: You Must Heat Up Your Customers 9
Chapter 2: Happy Customers Lead to Better Performance (35)
Chapter 3: Turn Your Enemy into a Friend 53
Chapter 4: Plant Small Trees for the Great Trees 69
Chapter 5: Treat Your Customers' Business as Your Own 87
Chapter 6: Keeping Connected Without Disconnection 103
Chapter 7: Don't Make Excuses for Customer Complaints 117
Chapter 8: Door-to-door sales determine success or failure 131
Chapter 9: Don't Avoid Competition 149
Chapter 10: Overcoming Inertia 163
Chapter 11: Opportunities Come in an Instant 175
Chapter 12: Don't Hear Rejection 187
Chapter 13: The End is Not the End 209
Chapter 14: Aftersales Service: A New Sales Tool 225
Chapter 15: Have the Courage to Try New Things 237
Chapter 16: Broaden Your Vision to Infinity 255
Chapter 17: Accept Any Challenge 267
4 Ways to Use Coaching Questions
Chapter 1: You Must Heat Up Your Customers 9
Chapter 2: Happy Customers Lead to Better Performance (35)
Chapter 3: Turn Your Enemy into a Friend 53
Chapter 4: Plant Small Trees for the Great Trees 69
Chapter 5: Treat Your Customers' Business as Your Own 87
Chapter 6: Keeping Connected Without Disconnection 103
Chapter 7: Don't Make Excuses for Customer Complaints 117
Chapter 8: Door-to-door sales determine success or failure 131
Chapter 9: Don't Avoid Competition 149
Chapter 10: Overcoming Inertia 163
Chapter 11: Opportunities Come in an Instant 175
Chapter 12: Don't Hear Rejection 187
Chapter 13: The End is Not the End 209
Chapter 14: Aftersales Service: A New Sales Tool 225
Chapter 15: Have the Courage to Try New Things 237
Chapter 16: Broaden Your Vision to Infinity 255
Chapter 17: Accept Any Challenge 267
Detailed image
Into the book
Every salesman, so to speak, has two faces.
One is made up of the person's character, persuasiveness, knowledge, and sincerity.
The other is made up of the person's reputation, trust, and fame.
The former is the ability that the person actually possesses, and the latter is the quality that the world evaluates that the person possesses.
Before a salesman can demonstrate his abilities, he must make himself and his name known to future customers.
A salesperson must also know how to approach future customers, or have something that will allow the customer to reach him as a salesperson.
This means that the deal negotiations should be conducted under the most favorable circumstances, and it also means that methods should be devised to ensure that the negotiations are favorable.
---p.37
A competent salesperson converts a customer's objections into a sale by providing a reasonable explanation without offending the customer.
Great salespeople use customer objections as leverage to advance the sale.
When a customer raises an objection, you may be tempted to present a compelling argument that eliminates the need for further objections.
But even if a sale is made that way, it will never be a good purchase from the customer's perspective.
“In every consultation, I try to get people to say ‘NO’ as quickly as possible.
Although there are differences in degree, most men have the desire to reject or oppose.
You must expel this from your body as quickly as possible.
So, I ask questions that elicit a 'NO' early in the consultation.
As soon as I receive a rejection, I politely ask why.
For me, the answer 'yes' is wine in a bottle.
'Rejection' is a cork.
You can't drink the wine unless you pull out this cork.
“If it’s a stopper that has to be opened anyway, then it’s better to open it quickly and get started.”
An objection is a customer's request to hear more details.
If you don't receive this request, that is, a rebuttal or objection, from the beginning to the end of the consultation, the chances of a sale actually being made are slim.
“It’s expensive.
“Isn’t there something a little cheaper?” could be a counterargument or an excuse.
The easiest way to tell the difference is to show the customer something cheaper, or something that looks expensive but is far better, and if the customer is convinced, this is a counterargument.
One is made up of the person's character, persuasiveness, knowledge, and sincerity.
The other is made up of the person's reputation, trust, and fame.
The former is the ability that the person actually possesses, and the latter is the quality that the world evaluates that the person possesses.
Before a salesman can demonstrate his abilities, he must make himself and his name known to future customers.
A salesperson must also know how to approach future customers, or have something that will allow the customer to reach him as a salesperson.
This means that the deal negotiations should be conducted under the most favorable circumstances, and it also means that methods should be devised to ensure that the negotiations are favorable.
---p.37
A competent salesperson converts a customer's objections into a sale by providing a reasonable explanation without offending the customer.
Great salespeople use customer objections as leverage to advance the sale.
When a customer raises an objection, you may be tempted to present a compelling argument that eliminates the need for further objections.
But even if a sale is made that way, it will never be a good purchase from the customer's perspective.
“In every consultation, I try to get people to say ‘NO’ as quickly as possible.
Although there are differences in degree, most men have the desire to reject or oppose.
You must expel this from your body as quickly as possible.
So, I ask questions that elicit a 'NO' early in the consultation.
As soon as I receive a rejection, I politely ask why.
For me, the answer 'yes' is wine in a bottle.
'Rejection' is a cork.
You can't drink the wine unless you pull out this cork.
“If it’s a stopper that has to be opened anyway, then it’s better to open it quickly and get started.”
An objection is a customer's request to hear more details.
If you don't receive this request, that is, a rebuttal or objection, from the beginning to the end of the consultation, the chances of a sale actually being made are slim.
“It’s expensive.
“Isn’t there something a little cheaper?” could be a counterargument or an excuse.
The easiest way to tell the difference is to show the customer something cheaper, or something that looks expensive but is far better, and if the customer is convinced, this is a counterargument.
---p.120~121
Publisher's Review
◈ Nothing in this world sells itself.
Prosperity, religion, good deeds, faith in humanity, education, and literacy are all the results of sales.
All of these things came about through the sale of machines, goods, religion, books, food, clothing, and insurance.
A salesperson who doesn't understand how sales work in society will find it difficult to be passionate.
Without understanding and believing in how much the world depends on the activities of salespeople, passion can never be born.
How can you be inspired and achieve results without passion?
None of it sells itself.
Health and cleanliness are sold, as are entertainment and convenience, even love and romance, fun and games, and common-sense safety precautions.
If there were no salesmen, we would have had to wander through the mountains and fields, or wander along the seashore or stream to solve our food, clothing, and shelter needs, just like we did in the primitive era.
◈ A sales textbook that has sold 70 million copies in over 30 countries around the world.
The author of this book is the CEO of Letterman Corporation and one of the world's top 10 salesmen selected by Forbes.
After starting his career in the wool trade at the age of 18, by the time he was 23, his annual income from wool sales was over $300,000.
It was a huge amount of money for a salesman's salary.
His world was all about selling, a world woven from wool, and no one could stop him from his stormy journey.
He is a legendary American insurance king who entered the insurance industry and signed over 1,000 group insurance contracts in just 2 years and 6 months.
His sales know-how was developed into a sales program by the Sales Marketing Institute in the United States and passed on to numerous salespeople. This book, based on this, has been translated and published in over 30 countries around the world for 50 years, selling an astonishing 70 million copies, making it a textbook on sales.
◈ Includes the world's first coaching questions
Coaching Questions are provided before the beginning of the main text of this book and at the end of each chapter.
This book was written with the help of the International Coach Federation and other experts, and we believe it will be useful to a wide range of people who read it.
Additionally, these coaching questions will help you generate insights, ideas, and action.
I hope that by reading this book, you will be inspired to succeed in at least one of the many ways, and that you will adapt it to suit your own circumstances and style.
I hope that readers will utilize the "coaching questions" provided in this book to gain their own insights and inspiration, and to help them put them into practice.
The use of coaching questions is divided into three categories: ◈ Using coaching questions alone ◈ Using coaching questions one-on-one ◈ Using coaching questions during small group discussions.
Prosperity, religion, good deeds, faith in humanity, education, and literacy are all the results of sales.
All of these things came about through the sale of machines, goods, religion, books, food, clothing, and insurance.
A salesperson who doesn't understand how sales work in society will find it difficult to be passionate.
Without understanding and believing in how much the world depends on the activities of salespeople, passion can never be born.
How can you be inspired and achieve results without passion?
None of it sells itself.
Health and cleanliness are sold, as are entertainment and convenience, even love and romance, fun and games, and common-sense safety precautions.
If there were no salesmen, we would have had to wander through the mountains and fields, or wander along the seashore or stream to solve our food, clothing, and shelter needs, just like we did in the primitive era.
◈ A sales textbook that has sold 70 million copies in over 30 countries around the world.
The author of this book is the CEO of Letterman Corporation and one of the world's top 10 salesmen selected by Forbes.
After starting his career in the wool trade at the age of 18, by the time he was 23, his annual income from wool sales was over $300,000.
It was a huge amount of money for a salesman's salary.
His world was all about selling, a world woven from wool, and no one could stop him from his stormy journey.
He is a legendary American insurance king who entered the insurance industry and signed over 1,000 group insurance contracts in just 2 years and 6 months.
His sales know-how was developed into a sales program by the Sales Marketing Institute in the United States and passed on to numerous salespeople. This book, based on this, has been translated and published in over 30 countries around the world for 50 years, selling an astonishing 70 million copies, making it a textbook on sales.
◈ Includes the world's first coaching questions
Coaching Questions are provided before the beginning of the main text of this book and at the end of each chapter.
This book was written with the help of the International Coach Federation and other experts, and we believe it will be useful to a wide range of people who read it.
Additionally, these coaching questions will help you generate insights, ideas, and action.
I hope that by reading this book, you will be inspired to succeed in at least one of the many ways, and that you will adapt it to suit your own circumstances and style.
I hope that readers will utilize the "coaching questions" provided in this book to gain their own insights and inspiration, and to help them put them into practice.
The use of coaching questions is divided into three categories: ◈ Using coaching questions alone ◈ Using coaching questions one-on-one ◈ Using coaching questions during small group discussions.
GOODS SPECIFICS
- Date of issue: April 19, 2023
- Page count, weight, size: 284 pages | 432g | 153*224*18mm
- ISBN13: 9791192412450
- ISBN10: 1192412451
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