Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No
SKU: 56660534282

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

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Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past NoThere 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:

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.



Binding Type: Hardcover
Publisher: Wiley
Published: 06/13/2018
ISBN: 9781119477389
Pages: 240
Weight: 0.80lbs
Size: 8.70h x 5.80w x 1.00d
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SKU: 56660534282

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My son is wearing this to prom he is about 5’8”-5’9” all muscle 140 lbs and I had to order an xs in grey. The small jacket was good but the pants were to big/baggy. The quality is nice and wow the fit is great!!! So pleased. I will try to update later with a picture
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Unbelievable! One of the BEST purchases I made. Fits perfectly, wasn’t wrinkled at all. In fact, I don’t need to take it to the cleaners to be pressed. Class all the way. Well made, elegant, fabric was perfect as it was not too thin. Compared to tuxedos in the store and this was exactly the same. Only difference is this suit was $150 less!
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The quality is good, especially for the price. I didn’t like that the wrist buttons were non functional. We bought cuffs that he couldn’t use. It looks nice. The size is a little big for my son, but that was kind of expected. I was hoping we would get lucky and that wouldn’t be the case but I couldn’t find any suites in a smaller size that would arrive on time. He is 5’7, 120-125 pounds. It was mostly in the shoulders that it looks big. He is thin. The arm length fit him but he does have long arms. The pants fit with a little looseness. His jeans size at American eagle is 28/36, but he can fit slightly bigger with a belt. The pants were good but the vest and jacket were a little big. They’re just slightly long and jacket is big in the shoulders. We got a size small.
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WOW! this suit really true to its sizes description... I ordered in a different company before this, but I have to return it TWICE because of wrong size fittings... Finally, this beautifully tailored suit timely arrived before my son's wedding reception, and we are ready to celebrate!!! Thank you and might order some different colors in the future... I wonder if they can make the pants in higher waist and straight cut or wider for the legs in the future as an option... Just a thought since slim fit pants are slowly outdating...
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