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Objections: The Ultimate Guide for Mastering The Art and Science of Getti - GOOD
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Located in: Montgomery, Illinois, United States
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eBay item number:275551105262
Item specifics
- Condition
- Brand
- Unbranded
- MPN
- Does not apply
- 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
- 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
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
Seller assumes all responsibility for this listing.
eBay item number:275551105262
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| Shipping and handling | Each additional item | To | Service | Delivery*See Delivery notes |
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| Free shipping | Free | United States | Economy Shipping (USPS Media MailTM) | Estimated between Mon, Jun 3 and Fri, Jun 7 to 43230 |
| US $4.95 | US $4.95 | United States | Standard Shipping (DGM SmartMail Expedited) | Estimated between Fri, Jun 7 and Wed, Jun 12 to 43230 |
| US $10.95 | US $10.95 | United States | Expedited Shipping (FedEx 2Day®) | Estimated between Fri, May 31 and Sat, Jun 1 to 43230 |
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