Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No (Hardcover)

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