Weekend Reading: “Objections” by Jeb Blount
For the 182nd episode of The Marketing Book Podcast, I interview Jeb Blount, author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No.
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.
But the truth is there is no silver bullet objection slayer.
In Objections, Blount explains the biological reason for our fear of rejection (which is not the same as an objection), and shows how all sales objections fall into one of just four categories. The good news is that all types of objections can be anticipated and turned around using proven techniques that work with today’s more informed, in control, and skeptical buyers.
A bit more about the book…