Objections : (Record no. 2060)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 05941nam a22004813i 4500 |
| 001 - CONTROL NUMBER | |
| control field | EBC5398038 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | MiAaPQ |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20240724113156.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS | |
| fixed length control field | m o d | |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION | |
| fixed length control field | cr cnu|||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 240724s2018 xx o ||||0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781119477372 |
| Qualifying information | (electronic bk.) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| Canceled/invalid ISBN | 9781119477389 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (MiAaPQ)EBC5398038 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (Au-PeEL)EBL5398038 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (CaPaEBR)ebr11558355 |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | (OCoLC)1037819019 |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | MiAaPQ |
| Language of cataloging | eng |
| Description conventions | rda |
| -- | pn |
| Transcribing agency | MiAaPQ |
| Modifying agency | MiAaPQ |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | BF575.R35 .B568 2018 |
| 082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.85 |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Blount, Jeb. |
| 245 10 - TITLE STATEMENT | |
| Title | Objections : |
| Remainder of title | The Ultimate Guide for Mastering the Art and Science of Getting Past No. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 1st ed. |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Place of production, publication, distribution, manufacture | Newark : |
| Name of producer, publisher, distributor, manufacturer | John Wiley & Sons, Incorporated, |
| Date of production, publication, distribution, manufacture, or copyright notice | 2018. |
| 264 #4 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE | |
| Date of production, publication, distribution, manufacture, or copyright notice | ©2018. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 1 online resource (241 pages) |
| 336 ## - CONTENT TYPE | |
| Content type term | text |
| Content type code | txt |
| Source | rdacontent |
| 337 ## - MEDIA TYPE | |
| Media type term | computer |
| Media type code | c |
| Source | rdamedia |
| 338 ## - CARRIER TYPE | |
| Carrier type term | online resource |
| Carrier type code | cr |
| Source | rdacarrier |
| 490 1# - SERIES STATEMENT | |
| Series statement | Jeb Blount Series |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 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 Deal -- Types 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 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. |
| 505 8# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 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 -- 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 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 -- 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 -- The Three-Step Micro-Commitment Objection Turnaround Framework -- Ledge -- Explain Value -- Ask Again! -- Chapter 14: Buying Commitment Objections -- It's the Sales Process, Stupid: The Truth About Impossible Objections -- The Five-Step Objection Turnaround Framework -- Buying Commitment Objections Don't Fit into a Neat Box -- Relate -- Isolate -- Clarify -- Minimize -- A Pocket Full of Yeses -- Leveraging Social Proof to Minimize Objections -- Ask -- Putting It All Together -- Fall Back -- Chapter 15: Bending Win Probability in Your Favor -- Fanatical Prospecting -- Qualify, Qualify, Qualify -- Map the Account Stakeholders -- Leverage Precall Planning -- What You Already Know. |
| 505 8# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | What You Want to Know -- Meeting Objectives and Targeted Next Steps -- 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 -- Notes -- Acknowledgments -- About the Author -- Training, Workshops, and Speaking -- Index -- End User License Agreement. |
| 588 ## - SOURCE OF DESCRIPTION NOTE | |
| Source of description note | Description based on publisher supplied metadata and other sources. |
| 590 ## - LOCAL NOTE (RLIN) | |
| Local note | Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Rejection (Psychology). |
| 655 #4 - INDEX TERM--GENRE/FORM | |
| Genre/form data or focus term | Electronic books. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Hunter, Mark. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY | |
| Relationship information | Print version: |
| Main entry heading | Blount, Jeb |
| Title | Objections |
| Place, publisher, and date of publication | Newark : John Wiley & Sons, Incorporated,c2018 |
| International Standard Book Number | 9781119477389 |
| 797 2# - LOCAL ADDED ENTRY--CORPORATE NAME (RLIN) | |
| Corporate name or jurisdiction name as entry element | ProQuest (Firm) |
| 830 #0 - SERIES ADDED ENTRY--UNIFORM TITLE | |
| Uniform title | Jeb Blount Series |
| 856 40 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://ebookcentral.proquest.com/lib/orpp/detail.action?docID=5398038">https://ebookcentral.proquest.com/lib/orpp/detail.action?docID=5398038</a> |
| Public note | Click to View |
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