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

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.

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.

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.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.