Wentworth
Institute of Technology
Objections : the Ultimate Guide for Mastering the Art and Science of Getting Past No /
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. E...
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
©2018.
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| Subjects: | |
| Online Access: |
Full text (Wentworth users only) |
Table of Contents:
- Objections: The Ultimate Guide to Mastering the Art and Science of Getting Past NO; Contents; 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 DealTypes of Objections; Prospecting Objections; Red Herrings; Micro-Commitment Objections; Buying Commitment 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 TogetherChapter 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 TeacherChapter 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; Reflex Responses; Brush-Off; True Objections; Prospecting RBOs Can Be Anticipated in Advance; Planning for Prospecting RBOs; The Three-Step Prospecting Objection Turnaround Framework; The Ledge; Disrupt; Ask.
- Putting It All TogetherBitch 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; Open; Objective; Check the Stakeholder's Agenda; Control; 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.