Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No
- 5h 53m 2s
- Jeb Blount
- Gildan Media
- 2019
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, or if you are new to sales or a veteran. 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 best sellers 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.
In this Audiobook
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Chapter 1 - Asking—The Most Important Discipline in Sales
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Chapter 2 - How to Ask
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Chapter 3 - The Four Objections You Meet in a Deal
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Chapter 4 - The Science of Resistance
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Chapter 5 - Objections are Not Rejection, But They Feel That Way
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Chapter 6 - The Science behind the Hurt
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Chapter 7 - The Curse of Rejection
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Chapter 8 - Rejection Proof
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Chapter 9 - Avoiding Objections is Stupid
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Chapter 10 - Prospecting Objections
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Chapter 11 - Yes Has a Number
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Chapter 12 - Red Herrings
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Chapter 13 - Micro-Commitment Objections
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Chapter 14 - Buying Commitment Objections
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Chapter 15 - Bending Win Probability in Your Favor
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Chapter 16 - The Relentless Pursuit of Yes
