{"product_id":"objections-9781119477389","title":"Objections","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword The Democracy of Objections by Mark Hunter ix\u003c\/p\u003e \u003cp\u003eIntroduction It Wasn’t Supposed To Be This Book 1\u003c\/p\u003e \u003cp\u003eChapter 1 Asking—The Most Important Discipline in Sales 5\u003c\/p\u003e \u003cp\u003eChapter 2 How to Ask 11\u003c\/p\u003e \u003cp\u003eChapter 3 The Four Objections You Meet in a Deal 21\u003c\/p\u003e \u003cp\u003eChapter 4 The Science of Resistance 27\u003c\/p\u003e \u003cp\u003eChapter 5 Objections Are Not Rejection, But They Feel That Way 49\u003c\/p\u003e \u003cp\u003eChapter 6 The Science Behind the Hurt 55\u003c\/p\u003e \u003cp\u003eChapter 7 The Curse of Rejection 59\u003c\/p\u003e \u003cp\u003eChapter 8 Rejection Proof 65\u003c\/p\u003e \u003cp\u003eChapter 9 Avoiding Objections Is Stupid 85\u003c\/p\u003e \u003cp\u003eChapter 10 Prospecting Objections 99\u003c\/p\u003e \u003cp\u003eChapter 11 Yes Has a Number 119\u003c\/p\u003e \u003cp\u003eChapter 12 Red Herrings 129\u003c\/p\u003e \u003cp\u003eChapter 13 Micro-Commitment Objections 145\u003c\/p\u003e \u003cp\u003eChapter 14 Buying Commitment Objections 159\u003c\/p\u003e \u003cp\u003eChapter 15 Bending Win Probability in Your Favor 183\u003c\/p\u003e \u003cp\u003eChapter 16 The Relentless Pursuit of Yes 195\u003c\/p\u003e \u003cp\u003eNotes 203\u003c\/p\u003e \u003cp\u003eAcknowledgments 207\u003c\/p\u003e \u003cp\u003eAbout the Author 209\u003c\/p\u003e \u003cp\u003eTraining, Workshops, and Speaking 211\u003c\/p\u003e \u003cp\u003eIndex 213\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866398503255,"sku":"9781119477389","price":18.7,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119477389.jpg?v=1722278457","url":"https:\/\/bookcurl.com\/products\/objections-9781119477389","provider":"Book Curl","version":"1.0","type":"link"}