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Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past
US $29.00
ApproximatelyAU $43.51
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Located in: Tennessee, United States
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Estimated between Tue, 25 Jun and Sat, 29 Jun to 43230
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eBay item number:276360824083
Item specifics
- Condition
- ISBN
- 9781119477389
- Book Title
- Objections : the Ultimate Guide for Mastering the Art and Science of Getting Past No
- Book Series
- Jeb Blount Ser.
- Publisher
- Wiley & Sons, Incorporated, John
- Item Length
- 8.6 in
- Publication Year
- 2018
- Format
- Hardcover
- Language
- English
- Illustrator
- Yes
- Item Height
- 1.3 in
- Genre
- Business & Economics
- Topic
- Sales & Selling / Management, Sales & Selling / General, Marketing / Telemarketing
- Item Weight
- 12.8 Oz
- Item Width
- 5.8 in
- Number of Pages
- 240 Pages
About this product
Product Information
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 .
Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
1119477387
ISBN-13
9781119477389
eBay Product ID (ePID)
239417721
Product Key Features
Book Title
Objections : the Ultimate Guide for Mastering the Art and Science of Getting Past No
Number of Pages
240 Pages
Language
English
Publication Year
2018
Topic
Sales & Selling / Management, Sales & Selling / General, Marketing / Telemarketing
Illustrator
Yes
Genre
Business & Economics
Book Series
Jeb Blount Ser.
Format
Hardcover
Dimensions
Item Height
1.3 in
Item Weight
12.8 Oz
Item Length
8.6 in
Item Width
5.8 in
Additional Product Features
Intended Audience
Trade
Dewey Edition
23
Lccn
2018-005485
Dewey Decimal
658.85
Lc Classification Number
Hf5438.25
Table of Content
Foreword The Democracy of Objections by Mark Hunter ix Introduction It Wasn't Supposed To Be This Book 1 Chapter 1 Asking--The Most Important Discipline in Sales 5 Chapter 2 How to Ask 11 Chapter 3 The Four Objections You Meet in a Deal 21 Chapter 4 The Science of Resistance 27 Chapter 5 Objections Are Not Rejection, But They Feel That Way 49 Chapter 6 The Science Behind the Hurt 55 Chapter 7 The Curse of Rejection 59 Chapter 8 Rejection Proof 65 Chapter 9 Avoiding Objections Is Stupid 85 Chapter 10 Prospecting Objections 99 Chapter 11 Yes Has a Number 119 Chapter 12 Red Herrings 129 Chapter 13 Micro-Commitment Objections 145 Chapter 14 Buying Commitment Objections 159 Chapter 15 Bending Win Probability in Your Favor 183 Chapter 16 The Relentless Pursuit of Yes 195 Notes 203 Acknowledgments 207 About the Author 209 Training, Workshops, and Speaking 211 Index 213
Copyright Date
2018
Item description from the seller
Seller assumes all responsibility for this listing.
eBay item number:276360824083
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Item location:
Tennessee, United States
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| Postage and handling | To | Service | Delivery*See delivery notes |
|---|---|---|---|
| US $9.95 (approx. AU $14.93) | United States | Economy Shipping | Estimated between Tue, 25 Jun and Sat, 29 Jun to 43230 |
| US $14.95 (approx. AU $22.43) | United States | Standard Shipping | Estimated between Wed, 26 Jun and Mon, 1 Jul to 43230 |
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| Will usually post within 3 business days of receiving cleared payment. |
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