12+
Оглавление - Objection Handling В2В
How to defend the terms and save the relationship
- A L E X E Y O S I P E N K O
- OBJECTION HANDLING
- SALES TECHNOLOGY · BOOK THREE
- Chapter 1. Money Frozen Inside a “No”
- The “Two Minus One” Formula
- Do They Buy From You — or Do You Sell?
- What an Objection Is — and When It’s Real
- The Four Roles: Who Inside You Answers the Objection
- What Objection Handling Is Not
- Taekwondo or Aikido
- The Six Faces of “Expensive”
- Chapter Assignment
- Chapter 2. The Seven-Chairs Algorithm
- The Stage Decides: Three Cases From the Field
- The Seven Chairs: A Map of the Algorithm
- Chair One: The Pause
- Chair Two: “Did I Understand You Correctly?”
- Chair Three: Pumping
- Chair Four: The Compliment
- Chair Five: The True-Difficulty Test
- Chair Six: Joining
- Chair Seven: The Answer — and the Honest Numbers Rule
- What Salespeople Say After Their First Week on the Algorithm
- Chapter Assignment
- Chapter 3. What to Answer With: Four Methods of Proof and Working With a Grudge
- The Vocabulary of a Dispute: Thesis, Antithesis, Argument, Counterargument
- Method One: Induction, or Conan Doyle’s Mistake
- Method Two: Deduction, or the Power of the Major Premise
- Method Three: Cause and Effect
- Method Four: Analogy, or a Conversation in Someone Else’s Reality
- Method to Choose: Fitting the Tools
- The Old Grudge: When It’s Not Logic Against You
- Active Listening: Five Tools to Keep a Person Talking
- The Road Back to Business: Steps Three Through Seven
- Chapter Assignment
- Chapter 4. The Top of the Craft: The Client Convinces Himself
- Combat Test: The Algorithm From Memory
- Objection or Objective Conditions
- Game Analysis: One Case, Three Theses
- Socratic Questions: Let Him Say It
- Reframing: The Same Fact, a Different Frame
- A Floor Above: Where There Is No Conflict
- Unsinkable at the Door: “That’s Exactly Why” and “At First They All Said That”
- The Follow-Through Strategy: The Pondering Client
- What Changes in the Salesperson
- The Objection-Handling Master’s Checklist