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Synopsis
Most sales books teach you how to close. This one teaches you how to diagnose.
After 39 years in B2B sales, including helping scale a company from $220 million to $1.3 billion, Jon Webb saw the same costly pattern in sales meetings and opportunity reviews: sellers mistaking encouraging words for progress, carrying stalled deals in the pipeline, and cutting price because they could not identify the real resistance.
Jon calls it the Theatre of Hope.
The greatest threat to the deal is not your competitor. It is not your price. It is inaction, and behind inaction is a NO the seller has not yet diagnosed.
Selling Against NO! introduces the Seven Types of NO and gives sellers and leaders a practical framework to recognize resistance, uncover what it means, and make the appropriate Professional Move. From the False YES and Silent NO to the Internal NO that kills major opportunities, Jon shows you how to replace hope with Clarity and turn Clarity into Commitment.
Professional Sellers do more than secure an order. They Help, Serve & Influence by helping buyers think, confronting what is preventing progress, and accepting responsibility for their role in the decision.
Resistance is Information.
Stop Pitching. Start Diagnosing.
With a foreword by Paul Cherry, author of Questions That Sell.
"synopsis" may belong to another edition of this title.
About the Author
Jon Webb spent 39 years in the B2B sales arena, carrying a bag, leading teams, and helping scale an organization from $220 million to $1.3 billion in revenue. Today, as founder of Major League Selling, he serves as a sales diagnostic consultant, trainer, and advisor.Jon created Selling Against NO! to help sellers and leaders escape the Theatre of Hope, diagnose the Seven Types of NO, and turn resistance into Clarity and Clarity into Commitment. He believes Professional Sellers do more than secure orders. They help buyers think and accept responsibility for their role in the decision. His philosophy is grounded in three words: Help, Serve & Influence.Selling Against NO! is his first book. Jon lives and works in Columbus, Indiana.
"About this title" may belong to another edition of this title.
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Selling Against NO! (Hardcover)
Print on DemandSeller: Grand Eagle Retail, Bensenville, IL, U.S.A.
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Hardcover. Condition: new. Hardcover. Most sales books teach you how to close. This one teaches you how to diagnose. After 39 years in B2B sales, scaling a company from $220 million to $1.3 billion, Jon Webb has built the diagnostic operating system that separates the top 5% of professional sellers from everyone else. The enemy isn't your competitor. It isn't your price. It's inaction, and it always stems from one of Seven Types of NO. Selling Against NO! gives you the complete framework to name every type of resistance, decode what it means, and execute the exact response that moves the deal forward. With a foreword by Paul Cherry, author of Questions That Sell. Stop Pitching. Start Diagnosing. Most sales books teach you how to close. This one teaches you how to diagnose. Jon Webb names every type of buyer resistance and shows you how to respond. Foreword by Paul Cherry. Stop Pitching. Start Diagnosing. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Seller Inventory # 9798994917718
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Selling Against NO!
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Selling Against NO!
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Selling Against NO!
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Selling Against NO!
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Buch. Condition: Neu. nach der Bestellung gedruckt Neuware - Printed after ordering - Most sales books teach you how to close. This one teaches you how to diagnose.After 39 years in B2B sales, including helping scale a company from $220 million to $1.3 billion, Jon Webb saw the same costly pattern in sales meetings and opportunity reviews: sellers mistaking encouraging words for progress, carrying stalled deals in the pipeline, and cutting price because they could not identify the real resistance.Jon calls it the Theatre of Hope.The greatest threat to the deal is not your competitor. It is not your price. It is inaction, and behind inaction is a NO the seller has not yet diagnosed.Selling Against NO! introduces the Seven Types of NO and gives sellers and leaders a practical framework to recognize resistance, uncover what it means, and make the appropriate Professional Move. From the False YES and Silent NO to the Internal NO that kills major opportunities, Jon shows you how to replace hope with Clarity and turn Clarity into Commitment.Professional Sellers do more than secure an order. They Help, Serve & Influence by helping buyers think, confronting what is preventing progress, and accepting responsibility for their role in the decision.Resistance is Information.Stop Pitching. Start Diagnosing.With a foreword by Paul Cherry, author of Questions That Sell. Seller Inventory # 9798994917718
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Selling Against NO! (Hardcover)
Print on DemandSeller: CitiRetail, Stevenage, United Kingdom
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Hardcover. Condition: new. Hardcover. Most sales books teach you how to close. This one teaches you how to diagnose. After 39 years in B2B sales, scaling a company from $220 million to $1.3 billion, Jon Webb has built the diagnostic operating system that separates the top 5% of professional sellers from everyone else. The enemy isn't your competitor. It isn't your price. It's inaction, and it always stems from one of Seven Types of NO. Selling Against NO! gives you the complete framework to name every type of resistance, decode what it means, and execute the exact response that moves the deal forward. With a foreword by Paul Cherry, author of Questions That Sell. Stop Pitching. Start Diagnosing. Most sales books teach you how to close. This one teaches you how to diagnose. Jon Webb names every type of buyer resistance and shows you how to respond. Foreword by Paul Cherry. Stop Pitching. Start Diagnosing. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability. Seller Inventory # 9798994917718
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Selling Against NO! (Hardcover)
Print on DemandSeller: AussieBookSeller, Truganina, VIC, Australia
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Hardcover. Condition: new. Hardcover. Most sales books teach you how to close. This one teaches you how to diagnose. After 39 years in B2B sales, scaling a company from $220 million to $1.3 billion, Jon Webb has built the diagnostic operating system that separates the top 5% of professional sellers from everyone else. The enemy isn't your competitor. It isn't your price. It's inaction, and it always stems from one of Seven Types of NO. Selling Against NO! gives you the complete framework to name every type of resistance, decode what it means, and execute the exact response that moves the deal forward. With a foreword by Paul Cherry, author of Questions That Sell. Stop Pitching. Start Diagnosing. Most sales books teach you how to close. This one teaches you how to diagnose. Jon Webb names every type of buyer resistance and shows you how to respond. Foreword by Paul Cherry. Stop Pitching. Start Diagnosing. This item is printed on demand. Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability. Seller Inventory # 9798994917718
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Selling Against NO!
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Buch. Condition: Neu. Selling Against NO! | Jon Webb | Buch | Englisch | 2026 | Major League Selling | EAN 9798994917718 | Verantwortliche Person für die EU: preigu GmbH & Co. KG, Lengericher Landstr. 19, 49078 Osnabrück, mail[at]preigu[dot]de | Anbieter: preigu Print on Demand. Seller Inventory # 135936121
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Selling Against NO!
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