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

Objections: The Ultimate Guide to Mastering the Art and Science of Getting Past NO -- Contents -- Foreword: The Democracy of Objections -- Introduction: It Wasn't Supposed To Be This Book -- Chapter 1: Asking-The Most Important Discipline in Sales -- The Discipline to Ask -- You Are Not Getting What You Want Because You Are Not Asking for What You Want -- Conjuring the Deepest, Darkest Human Fear -- There Is No Silver-Bullet Objection Slayer -- Chapter 2: How to Ask -- Emotional Contagion: People Respond in Kind -- The Assumptive Ask -- Shut Up -- Be Prepared for Objections -- Chapter 3: The Four Objections You Meet in a Deal -- Types of Objections -- Prospecting Objections -- Red Herrings -- Micro-Commitment Objections -- Buying Commitment Objections -- Objection Turnaround Frameworks -- Chapter 4: The Science of Resistance -- Buyers Don't Go to Objection School -- You Cannot Argue People into Believing They Are Wrong -- Objections Originate at the Emotional Level -- Cognitive Biases and Heuristics -- People Ignore Patterns -- Status Quo and Safety Biases -- Triggering the Negativity Bias -- Sunk-Cost Fallacy -- Ambiguity Bias and the Less-Is-Better Effect -- Cognitive Dissonance -- Pulling It All Together -- Chapter 5: Objections Are Not Rejection, But They Feel That Way -- Not the Same -- But It Feels the Same -- Chapter 6: The Science Behind the Hurt -- A Biological Response -- The Most Insatiable Human Need -- Chapter 7: The Curse of Rejection -- Sales Is an Unnatural Profession -- Fight or Flight-The Genesis of Disruptive Emotions -- Chapter 8: Rejection Proof -- The Seven Disruptive Emotions -- Develop Self-Awareness -- Positive Visualization -- Manage Self-Talk -- Change Your Physiology -- Stay Fit -- Push Pause with a Ledge -- The This-or-That Technique -- Obstacle Immunity -- Adversity Is Your Most Powerful Teacher.