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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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Blount, Jeb (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Hoboken, New Jersey : John Wiley & Sons, [2018]
Temas:
Selling > Psychological aspects.
Rejection (Psychology)
Persuasion (Psychology)
Rejection, Psychology
Vente > Aspect psychologique.
Rejet (Psychologie)
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • 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.

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