Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No

Jeb Blount, Mark Hunter

ISBN: 9788126578818

Exclusively distributed by Pan Macmillan

 

Description

Following in the footsteps of Fanatical Prospecting and Sales EQ, Objections! is a comprehensive and contemporary guide to the age old problem of getting past NO. It engages readers and pulls them in with examples and stories while teaching specific human-influence frame works and techniques for turning around sales objections. Nothing strikes fear in the heart of salespeople more than the potential of getting a NO. As long as sellers have been asking buyers to make commitments, buyers have been responding with objections; and, as long as buyers have been hitting salespeople with objections, salespeople have been in a desperate search for ways to avoid or overcome those objections.

Foreword The Democracy of Objections by Mark Hunter

Introduction It Wasn't Supposed To Be This Book  

Chapter 1 Asking--The Most Important Discipline in Sales  

Chapter 2 How to Ask

Chapter 3 The Four Objections You Meet in a Deal

Chapter 4 The Science of Resistance  

Chapter 5 Objections Are Not Rejection, But They Feel That Way

Chapter 6 The Science Behind the Hurt

Chapter 7 The Curse of Rejection

Chapter 8 Rejection Proof

Chapter 9 Avoiding Objections Is Stupid

Chapter 10 Prospecting Objections

Chapter 11 Yes Has a Number

Chapter 12 Red Herrings

Chapter 13 Micro-Commitment Objections

Chapter 14 Buying Commitment Objections

Chapter 15 Bending Win Probability in Your Favor

Chapter 16 The Relentless Pursuit of Yes

Notes

Acknowledgments

About the Author

Training, Workshops, and Speaking

Index