Objections the ultimate guide for mastering the art and science of getting past no
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. E...
| Otros Autores: | , |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc
[2018]
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630710506719 |
Tabla de Contenidos:
- Asking : the most important discipline in sales
- How to ask
- The four objections you meet in a deal
- The science of resistance
- Objections are not rejection, but they feel that way
- The science behind the hurt
- The curse of rejection
- Rejection proof
- Avoiding objections is stupid
- Prospecting objections
- "Yes" has a number
- Red herrings
- Micro-commitment objections
- Buying commitment objections
- Bending win probability in your favor
- The relentless pursuit of yes.
