{"product_id":"objections-the-ultimate-guide-for-mastering-the-art-and-science-of-getting-past-no-hardback-9781119477389","title":"Objections; The Ultimate Guide for Mastering The Art and Science of Getting Past No (Hardback) 9781119477389","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eObjections\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eThe Ultimate Guide for Mastering The Art and Science of Getting Past No\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eJeb Blount (Author), Mark Hunter (Foreword by)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119477389, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 24 July 2018\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e240 pages\u003cbr\u003e21.6 x 14 x 2.5 cm, 0.386 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eThere 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.\u003c\/p\u003e \u003cp\u003eExcept for \u003ci\u003eobjections\u003c\/i\u003e. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. \u003c\/p\u003e \u003cp\u003eObjections don’t care or consider:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eWho you are\u003c\/li\u003e \u003cli\u003eWhat you sell\u003c\/li\u003e \u003cli\u003eHow you sell\u003c\/li\u003e \u003cli\u003eIf you are new to sales or a veteran\u003c\/li\u003e \u003cli\u003eIf your sales cycle is long or short – complex or transactional\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eFor 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.\u003c\/p\u003e \u003cp\u003eFollowing in the footsteps of his blockbuster bestsellers \u003ci\u003eFanatical Prospecting\u003c\/i\u003e and \u003ci\u003eSales EQ\u003c\/i\u003e, Jeb Blount’s \u003ci\u003eObjections\u003c\/i\u003e is a comprehensive and contemporary guide that engages your heart and mind.\u003c\/p\u003e \u003cp\u003eIn 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.\u003c\/p\u003e \u003cp\u003eWhat 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.\u003c\/p\u003e \u003cp\u003eInstead, 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 \u003ci\u003eObjections\u003c\/i\u003e, you’ll gain deep insight into:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eHow to get past the natural human fear of NO and become rejection proof\u003c\/li\u003e \u003cli\u003eThe science of resistance and why buyers throw out objections\u003c\/li\u003e \u003cli\u003eHuman influence frameworks that turn you into a master persuader\u003c\/li\u003e \u003cli\u003eThe key to avoiding embarrassing red herrings that derail sales calls\u003c\/li\u003e \u003cli\u003eHow to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections\u003c\/li\u003e \u003cli\u003eProven objection turn-around frameworks that give you confidence and control in virtually every sales situation\u003c\/li\u003e \u003cli\u003eHow to easily skip past reflex responses on cold calls and when prospecting\u003c\/li\u003e \u003cli\u003eHow to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle\u003c\/li\u003e \u003cli\u003eThe 5 Step Process for Turning Around Buying Commitment Objections and closing the sale\u003c\/li\u003e \u003cli\u003eRapid Negotiation techniques that deliver better terms and higher prices\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eAs you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.  \u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eForeword The Democracy of Objections by Mark Hunter ix\u003c\/p\u003e \u003cp\u003eIntroduction It Wasn’t Supposed To Be This Book 1\u003c\/p\u003e \u003cp\u003eChapter 1 Asking—The Most Important Discipline in Sales 5\u003c\/p\u003e \u003cp\u003eChapter 2 How to Ask 11\u003c\/p\u003e \u003cp\u003eChapter 3 The Four Objections You Meet in a Deal 21\u003c\/p\u003e \u003cp\u003eChapter 4 The Science of Resistance 27\u003c\/p\u003e \u003cp\u003eChapter 5 Objections Are Not Rejection, But They Feel That Way 49\u003c\/p\u003e \u003cp\u003eChapter 6 The Science Behind the Hurt 55\u003c\/p\u003e \u003cp\u003eChapter 7 The Curse of Rejection 59\u003c\/p\u003e \u003cp\u003eChapter 8 Rejection Proof 65\u003c\/p\u003e \u003cp\u003eChapter 9 Avoiding Objections Is Stupid 85\u003c\/p\u003e \u003cp\u003eChapter 10 Prospecting Objections 99\u003c\/p\u003e \u003cp\u003eChapter 11 Yes Has a Number 119\u003c\/p\u003e \u003cp\u003eChapter 12 Red Herrings 129\u003c\/p\u003e \u003cp\u003eChapter 13 Micro-Commitment Objections 145\u003c\/p\u003e \u003cp\u003eChapter 14 Buying Commitment Objections 159\u003c\/p\u003e \u003cp\u003eChapter 15 Bending Win Probability in Your Favor 183\u003c\/p\u003e \u003cp\u003eChapter 16 The Relentless Pursuit of Yes 195\u003c\/p\u003e \u003cp\u003eNotes 203\u003c\/p\u003e \u003cp\u003eAcknowledgments 207\u003c\/p\u003e \u003cp\u003eAbout the Author 209\u003c\/p\u003e \u003cp\u003eTraining, Workshops, and Speaking 211\u003c\/p\u003e \u003cp\u003eIndex 213\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52653247693080,"sku":"9781119477389","price":16.39,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119477389_241590.jpg?v=1789089806","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/objections-the-ultimate-guide-for-mastering-the-art-and-science-of-getting-past-no-hardback-9781119477389","provider":"Freshly Printed Books","version":"1.0","type":"link"}