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
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 performancefastthrough 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.
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