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Blount, Jeb

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

Blount, Jeb - Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No, ebook

30,50€

Ebook, ePUB with Adobe DRM
ISBN: 9781119477372
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Printing72 pages with an additional page accrued every 11 hours, capped at 72 pages
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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 bestsellersFanatical ProspectingandSales EQ,Jeb Blount’s Objectionsis 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.

Keywords:

Improve sales; how to improve sales; how to appeal to buyers; how to get past no in sales; ways to get past no in sales; how to make more sales; how to close more sales; the secret to selling; the secret to making more sales; boost sales; how to boost sales; book on sales; book on selling; overcoming objections; closing; closing techniques; closing skills; closing the deal; negotiation; negotiation skills; how to negotiate; how to overcome objections; sales training; sales coaching; sales gravy; selling; sales skills; sales techniques; cold calling; telephone sales; tele sales; inside sales; outside sales; field sales; software sales; saas sales; sales profession; sales books; insurance sales; pharmaceutical sales; emotional intelligence; sales eq; people buy you; learn how to sell; new in sales; complex sales; strategic selling; challenger sale; large account sales; door to door sales; red herring; getting to yes; go for no

Author(s)
 
Publisher
John Wiley and Sons, Inc.
Publication year
2018
Language
en
Edition
1
Page amount
240 pages
Format
Ebook
eISBN (ePUB)
9781119477372
Printed ISBN
9781119477389

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