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Table of Contents

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

About the Author

JEB BLOUNT is CEO at Sales Gravy, Inc., and one of the most sought-after and transformative speakers in the world today. He optimizes organizations by coaching people to reach peak performance fast through enhanced emotional intelligence and interpersonal skills in sales, leadership, customer experience, channel management, and strategic account management. He is the bestselling author of numerous books, including Fanatical Prospecting, Sales EQ, Fanatical Military Recruiting, People Follow You, and People Buy You.

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