Name: THE OBJECTION CODE (en Inglés)
SKU: 69043334
Price: 59.66 USD
Availability: InStock
Author: Adrian Kessler
ISBN: 9798182830218

Formato

Libro Físico

Editorial

Adrian Kessler

Autor

Adrian Kessler

Año

2026

Idioma

Inglés

N° páginas

120

Encuadernación

Tapa Blanda

ISBN13

9798182830218

THE OBJECTION CODE (en Inglés)

Adrian Kessler (Autor) · Adrian Kessler · Tapa Blanda

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Reseña del libro "THE OBJECTION CODE (en Inglés)"

THE OBJECTION CODEA Sales Psychologist's Field Guide to Why Buyers Really Say No and How to Neutralize Objections Before They FormEvery experienced high-ticket seller has felt it: the same three or four objections, in different costumes, no matter the product, the industry, or the deal size. This book argues that isn't a coincidence - it's architecture. Beneath every "I need to think about it" and "let me check with my team" sits one of a small number of recurring psychological signals: loss aversion, status quo bias, a trust deficit, price anchoring, an unresolved internal stakeholder, an identity threat, or simple ambiguity the buyer can't yet name.The Objection Code is not another script book. It's a field guide to the psychology underneath the script - built for sellers who already know how to run a discovery call and want to understand the mind on the other side of the table. Drawing on behavioral economics and decision-science research, and illustrated through reconstructed, composite sales conversations, each chapter isolates one recurring blocker, shows it in motion, and hands you a diagnostic framework for resolving it - ideally before it's ever spoken aloud.Inside, you'll learn:- The four-layer model behind every objection: Statement, Story, Signal, and Source- Why loss aversion makes buyers agree with everything and still not commit- How to diagnose which invisible price "anchor" a buyer is actually comparing you against- The difference between genuine urgency and urgency a buyer can smell as manufactured- How to pre-frame objections so they never fully form in the first place- Why buyer's remorse is a predictable post-purchase process you can actively manage Read more