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

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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 m 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 consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional 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 into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices 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.  


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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 m 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 consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional 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 into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices 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.  

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

  1. 4 out of 5

    Shane Gibson

    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. 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.

  2. 4 out of 5

    Nicole Fenstad

    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!

  3. 5 out of 5

    Bryon Brandt

    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 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

  4. 4 out of 5

    Synthia Salomon

    “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, “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.”

  5. 4 out of 5

    Andrew Ritchie

    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 th 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.

  6. 4 out of 5

    Judy

    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 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 🤣

  7. 4 out of 5

    Abhishek Kapoor

    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 sal 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!

  8. 4 out of 5

    Bruce Harpham

    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." 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."

  9. 5 out of 5

    Mike

    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. 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.

  10. 4 out of 5

    Andy Liszewski

    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. 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.

  11. 4 out of 5

    Vinicius Sá

    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. 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.

  12. 4 out of 5

    J.B. Siewers

    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. 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.

  13. 5 out of 5

    Toni Kokkonen

    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.

  14. 5 out of 5

    Adam R

    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!

  15. 5 out of 5

    Felipe CZ

    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. 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.

  16. 4 out of 5

    Timo

    Another great book from Jeb and probably one of the best there is. Everything around the topic objection is fascinating and he has the talent to make it fun, simple and most of all easy to use on your daily sales process. Must read for everyone in the sales profession.

  17. 5 out of 5

    Kelly Lim

    A sequel to Sales EQ, it goes into more in-depth explanations and frameworks of objection handling. Great detailing into the importance of the qualifying and discovery stage which ultimately reflects on the probability of your wins and objections

  18. 5 out of 5

    Josh Fraser

    A great book for understanding the pyschological tactics involved through-out the sales process from prospecting to close.

  19. 4 out of 5

    Cowell

    Great book!

  20. 5 out of 5

    Alexander Morin

    For Sales books - Jeb Blount is one of the best

  21. 4 out of 5

    Nevik Echo

    Generally good sales book, but nothing groundbreaking. Useful as reinforcement to what most people know or have already heard.

  22. 5 out of 5

    Alexander Novicov

    Great book to understand how to overcome sales objections

  23. 4 out of 5

    Amanda Mathis Wells

    Nice tips for understanding the psychology of a sales pitch. Listened to Blink on Blinkist app.

  24. 5 out of 5

    Shantanu Sharma

    Recommended read for anyone interested in sales.

  25. 5 out of 5

    Steve

    Motivating and informative

  26. 5 out of 5

    Geoff Price

    Everyone of Blount's books are required reading for sales professionals. Highly recommend. Everyone of Blount's books are required reading for sales professionals. Highly recommend.

  27. 4 out of 5

    Alan Jarvie

    Not the greatest. You can tell this was based on one idea and rushed out. It's not of Jebs high standard and borrows a lot from his other material. Go check out his earlier material. Not the greatest. You can tell this was based on one idea and rushed out. It's not of Jebs high standard and borrows a lot from his other material. Go check out his earlier material.

  28. 4 out of 5

    Kasey M.

    Honestly, I don't feel like this book taught me much that Fanatical Prospecting didn't. All the same, it was well-written and got a good point across. Honestly, I don't feel like this book taught me much that Fanatical Prospecting didn't. All the same, it was well-written and got a good point across.

  29. 5 out of 5

    Jessy

    Read for work, I'm not in sales so I really don't think this was written for me. Read for work, I'm not in sales so I really don't think this was written for me.

  30. 4 out of 5

    Erika

    SUCH a good book with so many helpful actions and steps to implement.

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