Objections, The Ultimate Guide for Mastering The Art and Science of Getting Past No by Blount, Jeb -- Read -- Imperial Library of Trantor

Index

Cover Title Page Copyright Dedication 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

Chapter 3: The Four Objections You Meet in a Deal

Types of 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 Pulling It All Together

Chapter 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 Adversity Is Your Most Powerful Teacher

Chapter 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 Prospecting RBOs Can Be Anticipated in Advance Planning for Prospecting RBOs The Three-Step Prospecting Objection Turnaround Framework Putting It All Together Bitch 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

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 The Three-Step Micro-Commitment Objection Turnaround Framework

Chapter 14: Buying Commitment Objections

It's the Sales Process, Stupid: The Truth About Impossible Objections The Five-Step Objection Turnaround Framework Putting It All Together

Chapter 15: Bending Win Probability in Your Favor

Fanatical Prospecting Qualify, Qualify, Qualify Map the Account Stakeholders Leverage Precall Planning The Confirmation Step Murder Boarding Practice and Run Through Scenarios

Chapter 16: The Relentless Pursuit of Yes

Success Is Paid for in Advance Never Let Anyone Tell You What You Can't Do Shaquem Can't Compete Stop Making Excuses for Why You Can't

Acknowledgments About the Author Training, Workshops, and Speaking Index End User License Agreement