Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No

ISBN-13: 9781119477389 / Angielski / Twarda / 2018 / 240 str.

Jeb Blount

Opis

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.

Spis treści

Foreword The Democracy of Objections by Mark Hunter ixIntroduction It Wasn't Supposed To Be This Book 1Chapter 1 Asking--The Most Important Discipline in Sales 5Chapter 2 How to Ask 11Chapter 3 The Four Objections You Meet in a Deal 21Chapter 4 The Science of Resistance 27Chapter 5 Objections Are Not Rejection, But They Feel That Way 49Chapter 6 The Science Behind the Hurt 55Chapter 7 The Curse of Rejection 59Chapter 8 Rejection Proof 65Chapter 9 Avoiding Objections Is Stupid 85Chapter 10 Prospecting Objections 99Chapter 11 Yes Has a Number 119Chapter 12 Red Herrings 129Chapter 13 Micro-Commitment Objections 145Chapter 14 Buying Commitment Objections 159Chapter 15 Bending Win Probability in Your Favor 183Chapter 16 The Relentless Pursuit of Yes 195Notes 203Acknowledgments 207About the Author 209Training, Workshops, and Speaking 211Index 213

O autorze

JEB BLOUNT is CEO at Sales Gravy, Inc., and one of the most sought–after and transformative speakers in the world today. He optimizes organizations by coaching people to reach peak performance fast through enhanced emotional intelligence and interpersonal skills in sales, leadership, customer experience, channel management, and strategic account management. He is the bestselling author of numerous books, including Fanatical Prospecting, Sales EQ, Fanatical Military Recruiting, People Follow You, and People Buy You.

Blurb

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 you′ll sell. It′s just that simple. Jeb Blount′s 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