Objections : the ultimate guide for mastering the art and science of getting past no / Jeb Blount.

Format:

Book

Author/Creator:

Blount, Jeb, author.

Hunter, Mark, author.

Language:

English

Subjects (All):

Rejection (Psychology).

Selling.

Physical Description:

1 online resource (241 pages)

Edition:

1st edition

Other Title:

Ultimate guide to mastering the art and science of getting past no

Place of Publication:

Hoboken, New Jersey : John Wiley & Sons, Inc., [2018]

System Details:

text file

Summary:

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections . There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. 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. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections , you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex r...

Contents:

Asking : the most important discipline in sales

How to ask

The four objections you meet in a deal

The science of resistance

Objections are not rejection, but they feel that way

The science behind the hurt

The curse of rejection

Rejection proof

Avoiding objections is stupid

Prospecting objections

"Yes" has a number

Red herrings

Micro-commitment objections

Buying commitment objections

Bending win probability in your favor

The relentless pursuit of yes.

Notes:

Description based on print version record.

Includes bibliographical references and index.

ISBN:

9781119477365

1119477360

9781119477372

1119477379

OCLC:

1128107274