Objections

Foreword: The Democracy of Objections

There are few one-size-fits-all solutions in sales. Complex sales are different from one-call closes. Calling on a business is different from selling directly to individual consumers. Selling software requires a different skill set than selling office automation equipment. Real estate sales has a different sales process than insurance or financial services.

In sales, context matters. There is little black and white. Every prospect, sales conversation, territory, company, and product are different. There is one exception, though—objections. As a sales professional, you face objections and the potential for objections, no matter your unique situation.

Objections don't care about or consider:

• who you are
• what you sell
• where you work
• where you live
• if your sales cycle is long or short, complex or transactional
• how your day is going
• if you are new to sales or a veteran

There is democracy in objections—a shared reality for all salespeople. You are going to get objections, and you need to learn how to get past them. This is why Jeb Blount's Objections is one of the most important books to hit the sales profession in a generation. In this book, Jeb takes on both the art and science of getting past no.

It's his focus on the science of no that makes this the most powerful book ever penned on sales objections. When you leverage Jeb's frameworks for getting past no, you'll find yourself shortening the sales cycle, closing more deals, and getting higher ...