Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No

by Jeb Blount, Mark Hunter (Foreword)

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections . There is democracy in objections. Every salesperson must endure many NOs in order to get to YES.  Objections don’t care or For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers  Fanatical Prospecting  and  Sales EQ , Jeb Blount’s Objections  is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections , you’ll gain deep insight As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.  

Genres: Business, Nonfiction, Communication, Self Help, Audiobook, Leadership, Buisness

240 pages, Hardcover

Published June 13, 2018

Reviews

[Shane Gibson · Rating 5 out of 5]

Jeb Blount's latest book "Objections" is the 5th book of his I have in my library. I teach Objection Handling courses for sales organizations so it takes a lot for a sales book to engage me. I really enjoyed this one. This book has several insights around the ethos and attitude of great salespeople who masterfully handle objections and get the deal closed (while serving the customers best interest). I would highly recommend this book as an objection handling primer for any sales professional.

[Cameron · Rating 5 out of 5]

“Get what you want by asking for what you want. Do not spend time insecurely and possibly beating around the bush.
Ask: “can I put together a proposal for a video project around x?”
“Are you ready to do this?”
“Can I send you an invoice and get this started?”’

“People tend to respond in kind. If you come off as passive in an attempt not to be pushy, you’re more likely to mess up the deal. When you show up confident at assertive and assumptive, people tend to respond in kind.”

“Instead of “Are you the decision maker?” Ask “ can you walk me through your buying policies? How are buying decisions made internally? How does your company make buying decisions - what is the approval process on large purchases like this?”’

““I’m just checking in.“ = weak and passive.
Versus “the reason I’m calling is” is straightforward and confident.
“i’m wondering if” vs “tell me who what where and why?”
“How does that sound” vs “why don’t we go ahead and get the kickoff call set for Monday?”
“I was wondering if I could get your input if that would be ok” vs “ a lot of my clients are telling me XY and Ta are there major issues. What is your biggest challenge?”

AMAZING BOOK!!

[Nicole Fenstad · Rating 4 out of 5]

This is a great book to reframe rejection. Rejection is so hard and he breaks down the psychology of it and helps us to remember that Objections are not rejections. They are opportunities!

[Madeleine Carroll · Rating 2 out of 5]

This book felt very david goggins if he was a salesman. The first half did what it needed to but I was over it and crawling by the end. It’s more of a 2.5 than a 2.

[Shardul Makwe]

The book should have been 50% of its given length. I believe, unlike the author’s other works, this one focuses imperatively on emotional resilience in the face of the fear of rejection. There are interesting frameworks to use. But, some chapters will test your patience. There are some problematic chapters too – where the point being made is valid but the effort to validate it with scientific research falls flat because the research has since then proven to be irreplicable or even hogwash.

I was traveling in the subway and listening to the audiobook version. The lack of stimuli definitely had me looking for how long many of the chapters were. The writing style is also testing in some spaces. The author opens with the central statement for the chapter and then keeps weaving it again, and again, and again. Still a recommended read.

Also – the ending was horrible. I cannot fathom why the ending had to be a motivational speech. After delivering a very objective take on important ideas around handling objections, the ending felt like a nosedive into tomfoolery.

[Synthia Salomon · Rating 3 out of 5]

“When you’re trying to close a sale with a doubtful prospect, it can be tempting to argue them into submission. Unfortunately, this aggressive approach only pushes them away from you. Instead, you can effectively deal with buyer’s objections by anticipating them beforehand, getting your prospect to make small commitments at each stage of your sales process, and by subtly minimising their concerns. Remember too, that even the most successful among us face rejection along the path to success. So, don’t be too downhearted when you can’t turn every no into a yes. The most important thing is to keep striving! 
Actionable advice:
Let your prospect chase you
It’s a universally known truth that we want what we can’t have. When you’re on a sales call with a prospective customer, don’t be afraid to use this phenomenon to your advantage. Start the call by saying “I’m not sure if our companies are a good fit.” This indicates to your prospect that they may not be able to have you and you won’t be chasing them. Almost instantly, they’ll subconsciously start trying to win you over.”

[Vinicius Sá · Rating 4 out of 5]

Another great book from Jeb
The first part is similat to sales EQ, but is necessary.
You need to undestand the problem and negative emotions that objections lead you in your sales process.
But in the second half is where it shines, leading you into undestanding process about the cause objections and what you need to know about how to overcome them.
The part I like the most is about the RDO's kind of objections and how to lead with them.

Great book! Nice to read, not a must.

[Julian HK · Rating 5 out of 5]

Incredibly motivational

This is literally the first sales book to be descriptive of how the actual process of how to genuinely overcome objections and the mechanics behind the human mind

[Bryon Brandt · Rating 4 out of 5]

A very good read with lots of ideas to improve my sales career.
Now need to go back and listen again to internalize the ideas.
If it hasn't gotten to the point where the reading or listening is boring
I probably have more to learn, meaning it is still worth another read
since Objections are such a normal part of Selling in Life.

You must first deal with Objections at the Emotional level, BEFORE you can introduce Logic.

Objections Are Not Rejections,
but They Feel That Way

The Military Prepares People to Fight,
Before Sending Them Into War Zones.
How do you prepare yourself for Objections?

Rejection Proof: How I Beat Fear and Became Invincible Through 100 Days of Rejection
book by Jia Jiang

Overcome fear and dare to live more boldly.
Developing Obstacle Immunity.
Begin Intentionally Facing Fears and Emotionally Uncomfortable Situations.
Adversity is your Most Powerful Teacher.

Five Stakeholders you meet in most deals BASIC:
Buyers. Amplifiers. Seekers. Influencers. Coaches.

Prospecting is interrupting.
If you Fail to Interrupt, You Fail.

Listen Deeply - Gain Insight Into What Is Important to Them.
The secret in getting past Objections isn’t what you Say, it is in what you Hear.
Asking Great Clarifying Questions and Listening.

This book will make it to the top of my Reading List as soon as I finish a couple of others in the queue:
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
book by Jeb Blount

[Jorel Franco · Rating 4 out of 5]

So much of what Jeb writes in this book has been written in his other best sellers Sales EQ and Fanatical Prospecting. But that doesn't at all take away the fact that I loved this book. There were more nuggets of wisdom I took from it.

I love how Jeb makes it to relate with how most of us feel when it comes to sales objections. He lets us realize that even the most experienced salespeople, in varying degrees, without exemption, have the innate hostility to rejection and that even objections still end up feeling like rejection, even though there is a world of difference between the two.

I certainly wish there were more examples for us to glean from of sales conversations dealing with objections. But Jeb made it clear the book wouldn't be a script book. He encourages us to make for ourselves a script that follows a well-defined objection framework that doesn't sound cheesy and is goaled toward building a relationship with the stakeholders.

He also emphasizes the fact that objections are reality. And that the reason why most salespeople fail is because they are too afraid of asking, a sure bait for possible objection. But if you don't ask, you lose. It's better to face objection head on prepared, knowing its a reality of sales and life. But there's always something we can do to increase win probability and decrease rejection and objection.

[Ahmad hosseini · Rating 5 out of 5]

The book is one of the best book I read about selling and specially about objection. In this book you'll learn a new psychology for getting past no. Rather than the same tired, cheesy, old-school scripts, you'll learn contextual frameworks and strategies for responding to objections in the real world. There is great information about rejection and it’s different with objection, question and negotiation.
“Objections are not rejection. Objections are signs of confusion, concerns, the sorting out of options, subconscious cognitive biases, risk aversion, cognitive overload, and the fear of change. Objections are a natural part of the human decision-making process. In most cases, objections are a sign that your prospect is still engaged.
Questions are not rejection. Prospects and customers often ask legitimate, but tough, questions that they need answered before moving forward.
Negotiation is not rejection. Negotiation is a clear indication that your prospect is engaged and ready to buy; the door is open to collaborate on a mutually beneficial deal."
These paragraphs changed my mindset about objection and sales.

[Michelle Cuevas · Rating 5 out of 5]

This one was interesting and genuinely insightful, especially because it reframed objections in a way I hadn’t fully considered outside of healthcare. As a nurse practitioner, I’m used to guiding patients through hesitation and helping them make decisions that support their health. This book clicked because it treats objections less like “pushback” and more like information: concerns, gaps, priorities, timing, trust. I appreciated the shift from trying to “overcome” objections to learning how to explore them with better questions and clarity. It’s a smart read for anyone who sells, leads, mentors, or communicates for a living.

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[Andrew Ritchie · Rating 4 out of 5]

Blount is clear from the outset that this isn't a book that will give you templated questions and answers that will overcome any objection. And quite rightly so, it isn't possible to do this as every sale has its own context.

What Blount does is help you to build a bank of stylised questions that will help you understand the context from your prospect's perspective and to help you through objections that they may throw at you.

I like the way Blount helps you to build resilience by understanding the difference between objection and rejection and how to treat them differently.

The chapter on the science of resistance and the technique of creating a Ledge were key things I learned from.

All in all a good read and usefull for developing skills that are key in any sales role.

[David Pham · Rating 3 out of 5]

I expected more. Maybe because I recently finished Fanatical Prospecting by the same author and rated it 5/5. By the time I was 40% into the book, I realized I didn't learn anything much new - coming from a newb in Sales, Prospecting and Business, that's not a good sign. Instead, it feels like Objections is more like an extension of the same principles and thoughts of what was already mentioned in Fanatical Prospecting. And sure it's the same author and some ideas are timeless, but when it's all 'sauce and no meat' it's hard to justify the value of a full-price standalone book.

I was on the verge of giving it 3 to 4 stars, as it does contain some new information. Overall the book feels stretched, trying to appear to offer more value than it has. I enjoy Jeb's writing style and consider him an expert in Sales. So for anyone who didn't read Fanatical Prospecting, please read it, it's really good. For those who already read it, you can skip this one. Read the summary or highlights if anyone posted that.

The Number one principle in Sales already mentioned in his previous book: Keep the pipe full. How? Prospect.

[Judy · Rating 4 out of 5]

I didn’t set out to consume this book (as an audiobook!) but my husband is a realtor and listened to it as we drove to and from NJ/Florida. I couldn’t help but listen and really appreciated, in particular, how he frames rejection. Towards the end he talks about successful people who have been rejected over and over but persisted. He said something like, “Rejection allows growth when you learn to embrace it.” It just hit the right way! Also I confess I am not one to be patient or tolerant of cold calls so I spent a lot of time cringing as he discussed how to get past objections that I love to deal out 🤣

[Mattia Bonetti · Rating 4 out of 5]

Lettura rapida e comprensibile con alcuni spunti di psicologia e richiami ad altri best seller. Contiene un capitolo intero dedicato ai bias psicologici, fondamentali per la comprensione dei rifiuti, ed analizza processi formali che si incontrano nel processo di vendita e palesati con le obiezioni. E’ un libro utile a chi vuole perfezionare le proprie tecniche di vendita sia telefonica che dal vivo, permettendo di individuare le principali obiezioni e fornendo spunti per superarle con consapevolezza.

[Abhishek Kapoor · Rating 5 out of 5]

To the point, direct and actionable

Fan of Jen Blount and his writings. Like his other book - Fantastical Prospecting - this was a very direct book with clear actionable steps. Instead of trying to fill up 200 pages like most self help books it gets down to action quick. As a sales person and sales manager myself I can relate to everything he mentioned and booking it down to what makes winning sales people operate different than ones who give up. Should be an absolute must read for anyone in sales or trying to start a new business. Thank you Jen!

[Nikhil Singh · Rating 4 out of 5]

As an SDR for a multi-million software company, this book was invaluable. I find myself calling over 100 people every single day and dealing with objections and rejections every single day. Without this book, I could see myself becoming demotivated and maybe even leaving sales for other career paths.

Fortunately, I did find and read this book. This book teaches you how to deal with rejection and objections by utilizing tools and techniques that Jeb has amassed over years of being a top salesperson.

[Bruce Harpham · Rating 5 out of 5]

In sales, you will encounter objections at every stage of the sales process. That's the first reason you will benefit from this book. The second reason: the author brings a wealth of sales experience, especially from the world of complex B2B sales, to the book. The book is an outstanding blend of solid techniques, methodology and stories. I would also give the book top marks for being organized.

For the best results, pair this book with the author's "Fanatical Prospecting."

[Mike · Rating 4 out of 5]

Objections is a great book on overcoming sales objections. The author does a pretty solid job of outlining different types of objections that you may encounter, how you should think about them, and provides some basic principles for overcoming them. There's nothing groundbreaking in here if you're experienced in sales. However, there is some well-organized information all condensed into one book. I recommend checking it out if selling is something you do frequently.

[Andy Liszewski · Rating 5 out of 5]

I've been a salesman for six years. This book is clearly written and spells out the work you need to do behind the scenes, in order to discover all possible objections, opponents and overcome them in order to keep your sales process moving and ultimately resulting with the desired outcome. I feel like it has helped me a lot and highly recommend it. I also suggest: "Fanatical Prospecting" (same author) and the classic "How to Win Friends and Influence People" by Dale Carnegie.

[J.B. Siewers · Rating 3 out of 5]

If your in sales read as many ( or listen to as many) sales books as you can. This certainly is in the top half but every sales book I read, I walk away with something good. This one might be more tiered to the long game than a short cycle sales. For example he doesn't get to the "objection procedure " until page 163. Still, controlling disruptive emotions was the big takeaway. Speaking of "the takeaway" remember to shut up and let that pause linger and not hang-up.

[Toni Kokkonen · Rating 4 out of 5]

Not quite as good as Jeb’s other books in my opinion but still decent. I think this reuses some material a bit from previous books as well which is not all bad but causes weird dejavu from time to time.

Basic premise of the book is that it might take a while of getting rejected before getting that crucial yes and that it’s ok. Gives some useful and good ideas to how to lessen the likelihood of objections and how to tackle them.

[Przemek Krydka · Rating 4 out of 5]

This is a book on handling objections in sales. Part of me was telling me that this book is not very relevant to my profession, but actually it has numerous nuggets that can be adapted to be part of a corporate execution playbook, or even a playbook for life. So all-in-all a useful book in my opinion.

[JuanPe Belmonte · Rating 3 out of 5]

Es un buen libro, aunque eché en falta una mayor profundidad en el tratamiento de las objeciones. Da la sensación de que aborda el tema de manera superficial y no alcanza el mismo valor que otros libros del autor. Quizás mi percepción esté influida por el hecho de que he estudiado mucho este tema, por lo que no me ha aportado un valor diferencial.

[Scott Wozniak · Rating 4 out of 5]

Good content on perhaps the most difficult part of sales. It emphasizes doing this on cold outreach calls--which is the author's speciality area--but it does touch on the other scenarios when objections come up.

It's not a script, it's more a mindset. He doesn't promise magic words that overcome all objections. He helps you become the kind of person who can respond well when this happens.

[Mallie-Grace Bevis · Rating 4 out of 5]

This book is a necessary reminder for an SDR or anyone prospecting - which we know is all salespeople.
The reminder of how we can not give ourselves the no first and to keep seeking the yes. Even if it is no, it could still become a yes. The importance of overcoming objections. Having the confidence to ask and to overcome. Ask again. Qualify. And most importantly, RISE over objections.

[Luigi Suditalia · Rating 3 out of 5]

Meriterebbe 4 stelle, ma il prezzo di copertina è decisamente elevato per questa tipologia di libro. Il testo è scorrevole e chiaro, ma per questo prezzo avrei preferito trovare più sostanza invece che continui riferimenti ad altri libri.

[Adam R · Rating 5 out of 5]

No idea how this doesn’t have more reviews. Sales essential here folks. If you sell anything for a living it’s a must read. Period. End. Get it, read it, thank Jeb later. Better yet, thank him by getting another one of his books - that’s a win-win!

[Felipe CZ · Rating 4 out of 5]

We can deal with a prospect's objections by anticipating them before, and minimizing their concerns. There are some steps we can take to turn around buying objections, for example start by relating to it first, then clarifying the objection, minimizing it,and try to win agreement.