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    Don't Count the Yes's, Count the No's
    Don't Count the Yes's, Count the No's
    Don't Count the Yes's, Count the No's
    Ebook34 pages26 minutes

    Don't Count the Yes's, Count the No's

    By Warren Greshes

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    About this ebook

    Selling is rejection, plain and simple. The top salespeople can deal with it, the rest can't. Ask any sales VP or sales manager, and they'll all tell you the same thing. The biggest reason their salespeople do not bring in enough business is that they don't see enough people.
    They don't see enough people because they fear rejection.
    They fear rejection because they don't know how much rejection they need.

    In this book, you will learn the five important areas of prospecting and learn how to control the conversation while anticipating and turning around objections better than ever. You will be given a simple, easy-to-use call-counting system that will allow you to know your success ratios for every step of the sales process. This call counting system will teach how to handle rejection better than you ever have, which will enable you to:
    Make more calls
    Speak to more decision makers
    Sell more appointments, and make more presentations
    Close more sales and make more money
    LanguageEnglish
    PublisherG&D Media
    Release dateOct 9, 2018
    ISBN9781722520922
    Author

    Warren Greshes

    Greshes started his business career in 1973 as a salesman in New York City's Garment Center. By the time he left in 1983, he was running a multi-million dollar manufacturing company. From 1984 to 1986 he was V.P. of Sales & Marketing for a NYC consulting company and in that time tripled their sales. He left in 1986 to start his own business as a professional speaker and over the last 20+ years has been a featured keynote speaker, with an expertise in sales, motivation and customer service, at thousands of corporate and association events on 3 continents.

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      Book preview

      Don't Count the Yes's, Count the No's - Warren Greshes

      CoverImage

      Begin Reading

      Table of Contents

      Copyright Page

      In accordance with the U.S. Copyright Act of 1976, the scanning, uploading, and electronic sharing of any part of this book without the permission of the publisher constitute unlawful piracy and theft of the author’s intellectual property. If you would like to use material from the book (other than for review purposes), prior written permission must be obtained by contacting the publisher at permissions@hbgusa.com. Thank you for your support of the author’s rights.

      Copyright

      Copyright © 2011 Don’t Count the Yes’s, Count the No’s

      By Warren Greshes

      No part of this book may be reproduced or transmitted in any form, by any means, (electronic, photocopying, recording, or otherwise) without the prior written permission of the author. No liability is assumed with respect to the use of the information contained within. Although every precaution has been taken, the author assumes no liability for errors or omissions. Neither is any liability assumed for damages resulting from the use of the information contained herein.

      Published 2015 by Gildan Media LLC

      Distributed through the eBook market by Hachette Book Group, USA

      First eBook Edition: 2015

      ISBN 978-1-469-06265-5

      E3

      Table of Contents

      Cover

      Title Page

      Welcome

      Copyright

      Introduction

      Why Prospecting is So Important

      How to Handle Rejection

      How to Prepare for and Make the Prospecting Call

      How to Anticipate, Handle and Turnaround Objections

      Why You Need to Practice Every Day

      Action Guide to Effective Prospecting

      INTRODUCTION

      Selling is rejection, plain and simple. The top sales people can deal with it; the rest can’t. Ask any sales VP or sales manager and they’ll all tell you the same thing. The biggest reason their sales people do not bring in enough business

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