Objections

Index

Page numbers followed by f and t refer to figures and tables, respectively.

• ABTN methodology, 74
• Acceptance, need of, 57 –58
• Acknowledge, in PAIS, 134, 135f
• Activate Your Brain (Halford), 71
• Active listening, 95
• Adams, Joey, 85
• Adrenaline, 63, 75 –76
• Adversity, 81 –83
• Ambiguity bias, 44
• Amplifiers, defined, 92
• Amygdala, 35 –36, 62 –63, 112
• Anger, 58, 72
• Anticipated rejection, 53
• Anxiety, 70
• Apple, 197
• Arguing, 29 –31
• Asking, 5 –19
  • and buying commitment objections, 177 –178
  • and buying commitments, 160
  • fear of, 8 –10
  • importance of, 7, 60
  • keys to, 11, 12f
  • and micro-commitment objections, 156 –157
  • in objections turnaround framework, 113 –114
• Assumptive ask, 13 –14, 138 –139
• Assumptiveness, in message content, 16t –17t
• Atari, 197
• Attachment, defined, 67
• Attention control, 62
• Attribution bias, 45
• Availability bias, 42
• Avoidance:
  • of change, 36 –37, 47
  • objection, 85 –88
  • red herring, 131 –134
  • rejection, 59
• Awareness, defined, 55, 69

• Bagehot, Walter, 183
• Banishment, 56
• BASIC^TM, 91 –93, 188
• Bell, Alexander Graham, 198
• Bennett-Goleman, Tara, 76
• Biases:
  • ambiguity, 44
  • attribution, 45
  • availability, 42
  • of buyers, 32 –42
  • cognitive, see Cognitive biases
  • confirmation, see Confirmation bias
  • egocentric, 45
  • and emotions, 38
  • hindsight, 45
  • negativity, 138
  • safety, 36 –39
  • status quo, 34, 36 –39
• The Big Short (film), 7
• Body language, 14, 73, 96
• Bounce-back routine, 72 –73
• Brain:
  • and cognitive load, 32 –33
  • and fight-or-flight response, 35
  • physical pain response, 204n.2
  • and priming, ...