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Objections : the Ultimate Guide for Mastering the Art and Science of Getting Past No /
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. E...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
©2018.
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| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Blount, Jeb. | |
| 245 | 1 | 0 | |a Objections : |b the Ultimate Guide for Mastering the Art and Science of Getting Past No / |c Jeb Blount. |
| 260 | |a Hoboken, New Jersey : |b John Wiley & Sons, Inc., |c ©2018. | ||
| 300 | |a 1 online resource (241 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
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| 588 | 0 | |a Print version record. | |
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a Objections: The Ultimate Guide to Mastering the Art and Science of Getting Past NO; Contents; Foreword: The Democracy of Objections; Introduction: It Wasn't Supposed To Be This Book; Chapter 1: Asking-The Most Important Discipline in Sales; The Discipline to Ask; You Are Not Getting What You Want Because You Are Not Asking for What You Want; Conjuring the Deepest, Darkest Human Fear; There Is No Silver-Bullet Objection Slayer; Chapter 2: How to Ask; Emotional Contagion: People Respond in Kind; The Assumptive Ask; Shut Up; Be Prepared for Objections. | |
| 505 | 8 | |a Chapter 3: The Four Objections You Meet in a DealTypes of Objections; Prospecting Objections; Red Herrings; Micro-Commitment Objections; Buying Commitment Objections; Objection Turnaround Frameworks; Chapter 4: The Science of Resistance; Buyers Don't Go to Objection School; You Cannot Argue People into Believing They Are Wrong; Objections Originate at the Emotional Level; Cognitive Biases and Heuristics; People Ignore Patterns; Status Quo and Safety Biases; Triggering the Negativity Bias; Sunk-Cost Fallacy; Ambiguity Bias and the Less-Is-Better Effect; Cognitive Dissonance. | |
| 505 | 8 | |a Pulling It All TogetherChapter 5: Objections Are Not Rejection, But They Feel That Way; Not the Same; But It Feels the Same; Chapter 6: The Science Behind the Hurt; A Biological Response; The Most Insatiable Human Need; Chapter 7: The Curse of Rejection; Sales Is an Unnatural Profession; Fight or Flight-The Genesis of Disruptive Emotions; Chapter 8: Rejection Proof; The Seven Disruptive Emotions; Develop Self-Awareness; Positive Visualization; Manage Self-Talk; Change Your Physiology; Stay Fit; Push Pause with a Ledge; The This-or-That Technique; Obstacle Immunity. | |
| 505 | 8 | |a Adversity Is Your Most Powerful TeacherChapter 9: Avoiding Objections Is Stupid; Get the Truth on the Table-Early and Often; Are You the Decision Maker?; Mapping Stakeholders; BASIC"! Bringing Objections to the Surface; Activating the Self-Disclosure Loop; Deep Listening; Chapter 10: Prospecting Objections; When You Fail to Interrupt, You Fail; The Rule of Thirds; RBOs; Reflex Responses; Brush-Off; True Objections; Prospecting RBOs Can Be Anticipated in Advance; Planning for Prospecting RBOs; The Three-Step Prospecting Objection Turnaround Framework; The Ledge; Disrupt; Ask. | |
| 505 | 8 | |a Putting It All TogetherBitch Just Hung Up in My Face; Chapter 11: Yes Has a Number; Sales Is Governed by Numbers; Money Ball: It's All About the Ratios; Changing Your Yes Number; Chapter 12: Red Herrings; Avoid Red Herring Objections; PAIS; Leveraging the Call Agenda Framework to Gain Control and Avoid Red Herrings; Open; Objective; Check the Stakeholder's Agenda; Control; Chapter 13: Micro-Commitment Objections; The Bane of Sales Organizations; The Power of Micro-Commitments; The Cardinal Rule of Sales Conversations; The Origin of Micro-Commitment Objections. | |
| 500 | |a The Three-Step Micro-Commitment Objection Turnaround Framework. | ||
| 520 | |a 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 responses on cold calls and when prospecting -How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle -The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale -Rapid Negotiation techniques that deliver better terms and higher prices As 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. | ||
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Rejection (Psychology) | |
| 650 | 2 | |a Rejection, Psychology. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Rejet (Psychologie) | |
| 650 | 7 | |a selling. |2 aat | |
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| 650 | 7 | |a BUSINESS & ECONOMICS |x Organizational Behavior. |2 bisacsh | |
| 650 | 7 | |a Rejection (Psychology) |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 776 | 0 | 8 | |i Print version: |a Blount, Jeb. |t Objections : The Ultimate Guide for Mastering the Art and Science of Getting Past No. |d Newark : John Wiley & Sons, Incorporated, ©2018 |z 9781119477389 |
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