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OBJECTIONS: The Art and Science of Getting Past No

By Jeb Blount

Due to be published by Wiley, 24th July 2018
Hardcover and e-book, priced £21.99

ISBN: 9781119477389

Tuesday, July 17, 2018 9:22 am EDT

For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past that tough two-letter word.

In Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No, author Jeb Blount points out that sales is an unnatural profession. We are hardwired as humans to avoid rejection. Yet, success in sales requires the endless pursuit of rejection. It is the fear and avoidance of the emotional pain caused by rejection that is the top reason why sales professionals fail. It’s also why (non-sales) professionals in all areas of business fail to ask for what they want—or ask in weak and ineffective ways—and sabotage their own success.

Objections addresses both the human side of dealing with the fear of rejection while offering innovative, modern techniques for getting past no. Blount reveals the cold, hard truth about what’s really holding salespeople back from closing deals and reaching their income goals. He then uses examples, stories, and lessons that teach powerful human-influence frameworks for getting past no.

Readers will learn a new psychology for turning around even the most challenging objections, along with proven techniques that work with today’s more informed, in control, and skeptical buyers as the book offers deep insight into:

  • How to get past the natural human fear of no and become rejection proof
  • The science of resistance and why buyers throw out objections
  • Human influence frameworks that turn you into a master persuader
  • The key to avoiding embarrassing red herrings that derail sales calls
  • How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections
  • Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation
  • How to easily skip past reflex responses on cold calls and when prospecting
  • How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle
  • The 5-step process for turning around buying commitment objections and closing the sale
  • Rapid negotiation techniques that deliver better terms and higher prices

This proven approach is used by executives and sales teams at the most recognized companies in the world, is versatile enough for any selling style, and includes tangible techniques that can be used straight away.

Whether readers are new to sales or a veteran, whether their sales cycle is long or short, whether their industry is B2B or B2C, they will face the possibility of hearing “no” every day, but Blount’s powerful insights will enable them to gain increased confidence in their ability to face and effectively handle objections in any selling situation. And, with this newfound confidence, success and income will soar. 

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About the Author:

Jeb Blount is the author of nine books and is among the world’s most respected thought leaders on sales, leadership, and customer experience. As a sales acceleration specialist, he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design.

Through his global training organization, Sales Gravy, Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities and delivers training to thousands of participants in both public and private forums. His flagship website, SalesGravy.com, is the most visited sales-specific website on the planet.  

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Contact:

For more information, to request a review copy, extract or cover image, please contact:

Katy Smith, Publicity Manager, Wiley (Mon-Wed)

T: +44 (0)1243 770215

E: katysmith@wiley.com

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