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Objections : the ultimate guide for mastering the art and science of getting past no / / Jeb Blount
| Objections : the ultimate guide for mastering the art and science of getting past no / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2018] |
| Descrizione fisica | 1 online resource (241 pages) |
| Disciplina | 155.93 |
| Soggetto topico |
Rejection (Psychology)
Selling BUSINESS & ECONOMICS / Industrial Management |
| ISBN |
1-119-47736-0
1-119-47737-9 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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. |
| Altri titoli varianti | Ultimate guide to mastering the art and science of getting past no |
| Record Nr. | UNINA-9910796854803321 |
Blount Jeb
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2018] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Objections : the ultimate guide for mastering the art and science of getting past no / / Jeb Blount
| Objections : the ultimate guide for mastering the art and science of getting past no / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2018] |
| Descrizione fisica | 1 online resource (241 pages) |
| Disciplina | 155.93 |
| Soggetto topico |
Rejection (Psychology)
Selling BUSINESS & ECONOMICS / Industrial Management |
| ISBN |
1-119-47736-0
1-119-47737-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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. |
| Altri titoli varianti | Ultimate guide to mastering the art and science of getting past no |
| Record Nr. | UNINA-9910811496003321 |
|
Blount Jeb
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2018] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||