Objections - Jeb Blount

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Résumé :

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...

Biographie:

Foreword The Democracy of Objections by Mark Hunter ix

Introduction It Wasn't Supposed To Be This Book 1

Chapter 1 Asking-The Most Important Discipline in Sales 5

Chapter 2 How to Ask 11

Chapter 3 The Four Objections You Meet in a Deal 21

Chapter 4 The Science of Resistance 27

Chapter 5 Objections Are Not Rejection, But They Feel That Way 49

Chapter 6 The Science Behind the Hurt 55

Chapter 7 The Curse of Rejection 59

Chapter 8 Rejection Proof 65

Chapter 9 Avoiding Objections Is Stupid 85

Chapter 10 Prospecting Objections 99

Chapter 11 Yes Has a Number 119

Chapter 12 Red Herrings 129

Chapter 13 Micro-Commitment Objections 145

Chapter 14 Buying Commitment Objections 159

Chapter 15 Bending Win Probability in Your Favor 183

Chapter 16 The Relentless Pursuit of Yes 195

Notes 203

Acknowledgments 207

About the Author 209

Training, Workshops, and Speaking 211

Index 213