Objections: the ultimate guide for mastering the art and science of getting past no

Description

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... Foreword The Democracy of Objections by Mark Hunter ixIntroduction It Wasn't Supposed To Be This Book 1Chapter 1 Asking-The Most Important Discipline in Sales 5Chapter 2 How to Ask 11Chapter 3 The Four Objections You Meet in a Deal 21Chapter 4 The Science of Resistance 27Chapter 5 Objections Are Not Rejection, But They Feel That Way 49Chapter 6 The Science Behind the Hurt 55Chapter 7 The Curse of Rejection 59Chapter 8 Rejection Proof 65Chapter 9 Avoiding Objections Is Stupid 85Chapter 10 Prospecting Objections 99Chapter 11 Yes Has a Number 119Chapter 12 Red Herrings 129Chapter 13 Micro-Commitment Objections 145Chapter 14 Buying Commitment Objections 159Chapter 15 Bending Win Probability in Your Favor 183Chapter 16 The Relentless Pursuit of Yes 195Notes 203Acknowledgments 207About the Author 209Training, Workshops, and Speaking 211Index 213