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Objections : le guide ultime pour maîtriser l'art et la science du dépassement
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Lieu : Tennessee, États-Unis
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Numéro de l'objet eBay :276360824083
Dernière mise à jour : août 26, 2024 02:11:49 HAEAfficher toutes les modificationsAfficher toutes les modifications
Caractéristiques de l'objet
- État
- ISBN
- 9781119477389
- Book Title
- Objections : the Ultimate Guide for Mastering the Art and Science of Getting Past No
- Book Series
- Jeb Blount Ser.
- Publisher
- Wiley & Sons, Incorporated, John
- Item Length
- 8.5 in
- Publication Year
- 2018
- Format
- Hardcover
- Language
- English
- Illustrator
- Yes
- Item Height
- 1 in
- Genre
- Business & Economics
- Topic
- Sales & Selling / Management, Sales & Selling / General, Marketing / Telemarketing
- Item Weight
- 12.8 Oz
- Item Width
- 5.5 in
- Number of Pages
- 240 Pages
À propos de ce produit
Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
1119477387
ISBN-13
9781119477389
eBay Product ID (ePID)
239417721
Product Key Features
Book Title
Objections : the Ultimate Guide for Mastering the Art and Science of Getting Past No
Number of Pages
240 Pages
Language
English
Topic
Sales & Selling / Management, Sales & Selling / General, Marketing / Telemarketing
Publication Year
2018
Illustrator
Yes
Genre
Business & Economics
Book Series
Jeb Blount Ser.
Format
Hardcover
Dimensions
Item Height
1 in
Item Weight
12.8 Oz
Item Length
8.5 in
Item Width
5.5 in
Additional Product Features
Intended Audience
Trade
LCCN
2018-005485
Dewey Edition
23
Dewey Decimal
658.85
Table Of Content
Foreword The Democracy of Objections by Mark Hunter ix Introduction It Wasn't Supposed To Be This Book 1 Chapter 1 Asking--The Most Important Discipline in Sales 5 Chapter 2 How to Ask 11 Chapter 3 The Four Objections You Meet in a Deal 21 Chapter 4 The Science of Resistance 27 Chapter 5 Objections Are Not Rejection, But They Feel That Way 49 Chapter 6 The Science Behind the Hurt 55 Chapter 7 The Curse of Rejection 59 Chapter 8 Rejection Proof 65 Chapter 9 Avoiding Objections Is Stupid 85 Chapter 10 Prospecting Objections 99 Chapter 11 Yes Has a Number 119 Chapter 12 Red Herrings 129 Chapter 13 Micro-Commitment Objections 145 Chapter 14 Buying Commitment Objections 159 Chapter 15 Bending Win Probability in Your Favor 183 Chapter 16 The Relentless Pursuit of Yes 195 Notes 203 Acknowledgments 207 About the Author 209 Training, Workshops, and Speaking 211 Index 213
Synopsis
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 ., THE FAILSAFE FORMULA FOR TURNING NO INTO A SALE "Salespeople will love reading this book because it deals with reality. Objections and rejections are behind every corner, under every rug and they can trip up a good sales opportunity every time. Jeb shines a light on all of it, exposing how salespeople must shift the way they think about objections and the skills for handling them and closing business." Richard Fenton & Andrea Waltz, authors, Go for No! Yes is the Destination, No is How You Get There "Captivating, unfiltered, to-the-point, and the kind of slap in the face that only Jeb Blount can deliver. Be prepared to stay up all night reading this one and call your banker the next morning. Objections is money!" Gregory Banning, head of sales, Capital One " Objections is the indispensable guide to the meaningful client conversations that only Jeb Blount could deliver. You will never again fear rejection and you will never again struggle to get past No. Jeb is at the very top of his game in Objections , and after reading it, you will be too." Anthony Iannarino, author of The Lost Art of Closing and Eat Their Lunch " Objections is a masterpiece that demonstrates why Jeb Blount is one of the most in-demand sales trainers and speakers on the planet. This powerful book will help increase your confidence and results as you learn how to bust tough sales objections you face every day!" Mike Weinberg, author of New Sales. Simplified "If you sell anything, then you get objections and the better you are at getting past objections the more youll sell. Its just that simple. Jeb Blounts Objections is unlike anything you have ever read on the subject and is destined to be the go to bible for closing the deal. Buy it for your entire team before your competitor beats you to it." Luke Lapresta, regional director, T-Mobile, 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.
LC Classification Number
HF5438.25
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