Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No (Jeb Blount) - Hardcover

Blount, Jeb

Hardcover

ISBN 10: 1119477387 ISBN 13: 9781119477389

Verlag: Wiley, 2018

Inhaltsangabe

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 bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind.

In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections.

What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance.

Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into:

• How to get past the natural human fear of NO and become rejection proof
• The science of resistance and why buyers throw out objections
• Human influence frameworks that turn you into a master persuader
• The key to avoiding embarrassing red herrings that derail sales calls
• How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections
• Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation
• How to easily skip past reflex responses on cold calls and when prospecting
• How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle
• The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale
• Rapid Negotiation techniques that deliver better terms and higher prices

As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.  

Über diesen Titel

Über die Autorin bzw. den Autor

JEB BLOUNT is CEO at Sales Gravy, Inc., and one of the most sought-after and transformative speakers in the world today. He optimizes organizations by coaching people to reach peak performance—fast—through enhanced emotional intelligence and interpersonal skills in sales, leadership, customer experience, channel management, and strategic account management. He is the bestselling author of numerous books, including Fanatical Prospecting, Sales EQ, Fanatical Military Recruiting, People Follow You, and People Buy You.

Von der hinteren Coverseite

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

Aus dem Klappentext

Sales is an unnatural profession. We are hardwired as humans to avoid rejection. Yet, success in sales requires the endless pursuit of rejection; and, it is the fear and avoidance of the emotional pain caused by rejection that is the top reason why sales professionals fail.

Objections addresses both the human side of dealing with the fear of rejection while offering innovative, modern techniques for getting past NO. In the same unfiltered, to-the-point delivery that has made Jeb a sought-after speaker and bestselling author, he pulls no punches and hits you with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he draws you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past no even with the most challenging objections.

What you won't find is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony and only serve to increase your buyers' resistance.

If you've been disappointed by dull, worn-out, one-size-fits-all-cookie-cutter sales strategies in the past, you'll be energized by Jeb's innovative framework-based methodology that gives you the ability to easily apply objection turn-around techniques in your own unique situation.

Inside the pages of Objections, you'll gain deep insight into:

• How to become rejection proof
• The science of resistance and why buyers throw out objections
• Human influence frameworks that turn you into a master persuader
• How to leverage the "Magic Quarter of a Second" to instantly gain control of your emotions when you get hit with difficult objections
• Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation
• The key to avoiding embarrassing red herrings that derail sales calls
• How to easily skip past reflex responses on cold calls and when prospecting
• How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle
• The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale

Used by executives and sales teams at the most recognized companies in the world, this proven approach is versatile enough for any selling style and includes tangible techniques you can use right away without any guesswork. No other resource offers such extensive coverage on the single most performance-crippling challenge to sales professionals.

As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Details zur Ausgabe

• Verlag: Wiley
• Erscheinungsdatum: 2018
• Sprache: Englisch
• ISBN 10: 1119477387
• ISBN 13: 9781119477389
• Einband: Gebundene Ausgabe
• Auflage: 1
• Anzahl der Seiten: 240
• Kontakt zum Hersteller: Wiley-VCH GmbH; product_safety@wiley.com; ; Boschstrasse 12; Weinheim; 69469; Deutschland