Objections
Subtitle: the ultimate guide for mastering the art and science of getting past no
By: Jeb Blount
Publisher: Wiley
Published: 2018
Language: eng
Number of pages: 225
ISBN-13: 9781119477389
Subjects: Persuasion (Psychology); Selling; Rejection (Psychology); Psychological aspects
Description: "Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount's Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections"--
Notes: Includes bibliographical references and index.
Table of contents: title: Asking the most important discipline in sales; title: How to ask; title: The four objections you meet in a deal; title: The science of resistance; title: Objections are not rejection, but they feel that way; title: The science behind the hurt; title: The curse of rejection; title: Rejection proof; title: Avoiding objections is stupid; title: Prospecting objections; title: "Yes" has a number; title: Red herrings; title: Micro-commitment objections; title: Buying commitment objections; title: Bending win probability in your favor; title: The relentless pursuit of yes.