{"title":"Jiu Jitsu Selling","description":"\u003cp\u003eDiscover the art of Jiu Jitsu selling! Explore tactics and strategies to enhance your sales approach. A must-read collection for sales professionals looking to refine their skills and close more deals.\u003c\/p\u003e","products":[{"product_id":"jiu-jitsu-selling-book-fritz-sattes-9781735377117","title":"Jiu Jitsu Selling","description":"\u003cp\u003eThe second level in the Jiu Jitsu Selling series, the Blue Belt, is about putting yourself into a position to win and setting up a base from which you can comfortably begin to launch your offense. In sales, this translates to crafting a proper first impression and prospecting effectively. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eMost Salespeople calling on your Prospects are like Frankenstein walking their way through a series of predictable sales steps to which the Prospect is already predisposed to resist. By following a rigid prospecting formula, your competitors are working hard to fit into the herd, and they will be culled accordingly. That approach in itself implies that Salespeople have a selfish goal in mind: to get the appointment and subsequently to get the sale. This is Pushing.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eI often ask trainees, What is the goal of prospecting? and they invariably answer, To set the appointment. This is incorrect. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eThe goal of prospecting is the creation of rapport. Rapport is never resisted and usually results in the setting of an appointment. This is Pulling.\u003c\/p\u003e\u003cp\u003eYou will learn the Fishing Theory, our prospecting method, which results in the kind of appointment the Prospect will anticipate. When we set a good appointment, we will make the sale, but when we set a shaky appointment, we wonder if the guy is even going to show. Your goal is to set solid appointments because this is when the sale begins, not at the presentation.\u003c\/p\u003e","brand":"WoB","offers":[{"title":"US \/ WELL_READ \/ SBYB","offer_id":49744595976465,"sku":"CIN1735377112A","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ NEW \/ INGRAM","offer_id":52754185715985,"sku":"NIN9781735377117","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1735377112.jpg?v=1750898016"},{"product_id":"jiu-jitsu-selling-book-fritz-sattes-9781735377100","title":"Jiu Jitsu Selling","description":"\u003cp\u003eThis first level in \u003cem\u003eJiu Jitsu Selling\u003c\/em\u003e is the White Belt training. In the sport of Jiu Jitsu, the goal of the White Belt is survival: not putting yourself in a bad position, and escaping the vulnerable positions your opponent places you in. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eAccordingly, we teach no offensive techniques at this level as we focus on teaching you how to defend attacks and prevent making the kinds of mistakes you cannot recover from. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eMost lost sales begin breaking down due to the Salesperson having poor communication and initial contact skills. This holds true across all levels of Salespeople. We address these skills, because to ignore them guarantees we lose a certain percentage of sales. This is unacceptable because our behavior is the one thing we absolutely can control.\u003c\/p\u003e\u003cp\u003e \u003c\/p\u003e\u003cp\u003eSomething we can't control is the fact that people don't always agree with us, so we teach objection handling here, using the theory of Negative-Neutral-Positive, or NP. Rather than beat the Prospect in an argument over his objection, NP guides him down a path where he, of his own accord, decides to correct and refine his opinion on a given subject.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eBesides being the ultimate objection handling formula, NP can be extended to prevent objections from arising, lower sales resistance, and even create sales attraction, which we will see in our subsequent books. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eOnce you learn this simple two-step process, you will use it for the rest of your life, both socially and in business.\u003c\/p\u003e","brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":50391095017745,"sku":"CIN1735377104G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50391098720529,"sku":"CIN1735377104VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ NEW \/ INGRAM","offer_id":52754592104721,"sku":"NIN9781735377100","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1735377104.jpg?v=1751247484"},{"product_id":"jiu-jitsu-selling-book-fritz-sattes-9781735377124","title":"Jiu Jitsu Selling","description":"\u003cp\u003eThe Purple Belt level in Jiu Jitsu is when you start working on your offense. In sales, this means presenting and client retention.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eYour presentation training most likely consisted of receiving a presentation book or a bunch of fliers and a rate card. Your manager told you, Point, read it out loud, then ask for the close. By the way, here are a couple answers to the objections you're going to get. Good luck. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eThen you go out, try it a few times, and start cutting the parts your Prospects don't seem to care about. Pretty soon, you're left with a rate card you don't adhere to anyway.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eWell, buddy, that ain't gonna cut it. \u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eFirst, you need to understand how people buy. A Prospect is always capable of resisting sales techniques when motivated, but they cannot resist their own buyer's path. To them, saying yes is the same thing as making a good decision.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eWe'll show you how to leverage your prospecting into the presentation, so your Prospect is motivated. Then we'll order the information in the presentation according to Maslow's Hierarchy of Needs with our Bridge Theory, and we'll show you how to use your rate card as a tool, which it is.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eWhat am I missing? The close?\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eNope. To be clear, our presentation guides the Prospect's buying behavior, and there is no need for Closing Techniques. Why? Because the natural result of a proper presentation is that the Buyer asks for the sale. Remember, we are pulling, not pushing the Prospect.\u003c\/p\u003e\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eI know this is a relief to many of you, and some of you aren't quite ready to believe it, but yes, it's true: there is no need for closing techniques in my system.\u003c\/p\u003e","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51630592852241,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ GARDNERS","offer_id":51630594949393,"sku":"NGR9781735377124","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1735377120.jpg?v=1751025630"}],"url":"https:\/\/www.worldofbooks.com\/collections\/jiu-jitsu-selling-book-series.oembed","provider":"World of Books ","version":"1.0","type":"link"}