Objections! : the ultimate guide to mastering the art and science of getting past no /
"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...
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Hoboken, New Jersey :
John Wiley & Sons,
[2018]
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| Subjects: | |
| Online Access: | CONNECT |
Table of 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.
