Resistance Reveals Readiness in Cold Calling : Understanding Prospect Hesitation as a Strategic Signal in Sales Conversations.DE
Language: English
Published by Epubli, 2026
- Softcover
- New
Seller: AHA-BUCH GmbH, Einbeck, GermanyAHA-BUCH GmbH
AbeBooks seller since August 14, 2006
Condition: New
£ 23.58
Quantity: 2 available
Add to basketItem description from seller
Druck auf Anfrage Neuware - Printed after ordering - This book examines the fundamental misunderstanding that undermines most cold calling efforts: the interpretation of resistance as rejection. Drawing from contemporary sales dynamics and organizational behavior patterns, it explores how prospect hesitation functions as a sophisticated communication mechanism rather than a barrier to overcome.The text reveals how resistance patterns expose underlying concerns, decision-making frameworks, and readiness signals that skilled professionals leverage rather than combat. It reframes the conventional approach of pushing through objections, instead positioning resistance as valuable diagnostic information that shapes conversation strategy.Through examination of conversational dynamics, cognitive load management, and trust-building mechanisms in low-context interactions, the book constructs a framework for interpreting and responding to prospect hesitation. It explores the tension between efficiency-driven outreach models and relationship-oriented engagement, demonstrating how systematic attention to resistance patterns transforms conversion trajectories.Readers navigate the practical mechanics of reading conversational cues, calibrating tone and pacing, and constructing responses that facilitate rather than force progression. The framework emphasizes sustainable practices that build professional credibility while respecting prospect autonomy.…
Seller Inventory # 9783565205165
- Title
- Resistance Reveals Readiness in Cold Calling : Understanding Prospect Hesitation as a Strategic Signal in Sales Conversations.DE
- Author
- Selene Rothwell
- Publisher
- Epubli
- Publication year
- 2026
- Condition
- Neu
- Binding
- Taschenbuch
- Language
- English
- ISBN 10
- 3565205164
- ISBN 13
- 9783565205165
- Item weight
- 584 grams
- Dimensions
- 297x210x13 mm
"Synopsis" may belong to another edition of this title.
Shipping rates from Germany to U.S.A.
| Item | 30 to 40 business days | 7 to 14 business days |
|---|---|---|
| First item | £ 53.37 | £ 61.85 |
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AHA-BUCH GmbH
Garlebsen 48
Einbeck, Germany 37574
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AHA-BUCH GmbH
represented by the managing director Christel Glass
Garlebsen 48
37574 Einbeck
Deutschland
Telefon: 055639996039
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E-Mail: abebooks@aha-buch.de
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