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Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past - Picture 1 of 1
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Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past

Goodwill Industries San Diego Books
  • (150313)
US $7.47
Condition:
Acceptable
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Located in: San Diego, California, United States
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eBay item number:186423239647
Last updated on May 29, 2024 08:26:29 PDTView all revisionsView all revisions

All net proceeds will support Goodwill Industries of San Diego County

Goodwill Industries of San Diego County mission is to provide employment and training opportunities to people with disabilities and other barriers to employment through the sale of donated goods. We ...
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  • This sale benefits a verified non-profit partner.

Item specifics

Condition
Acceptable: A book with obvious wear. May have some damage to the cover but integrity still intact. ...
ISBN
9781119477389
Book Title
Objections : the Ultimate Guide for Mastering the Art and Science of Getting Past No
Item Length
8.6in
Publisher
Wiley & Sons, Incorporated, John
Publication Year
2018
Format
Hardcover
Language
English
Item Height
1.3in
Author
Jeb Blount
Genre
Business & Economics
Topic
Sales & Selling / Management, Sales & Selling / General, Marketing / Telemarketing
Item Width
5.8in
Item Weight
12.8 Oz
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
Author
Jeb Blount
Format
Hardcover
Language
English
Topic
Sales & Selling / Management, Sales & Selling / General, Marketing / Telemarketing
Publication Year
2018
Genre
Business & Economics
Number of Pages
240 Pages

Dimensions

Item Length
8.6in
Item Height
1.3in
Item Width
5.8in
Item Weight
12.8 Oz

Additional Product Features

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
Lccn
2018-005485
Dewey Decimal
658.85
Intended Audience
Trade
Series
Jeb Blount Ser.
Dewey Edition
23
Illustrated
Yes

Item description from the seller

Goodwill Industries San Diego Books

Goodwill Industries San Diego Books

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