Jeb Blount

The Four Types of Objections That Derail Salespeople (and How to Deal With Them)

No may be a tiny word, but for salespeople it's the most dreaded word in the English language. Nothing causes your heart to sink quite like an objection from a prospective customer. This is true not just because it presages a negative impact on your income, but also because it's incredibly painful to hear. It's no coincidence that "objection" rhymes with "rejection"—and the latter is one of the deepest, darkest, most primal human fears. There's no way to avoid objections. They're going to happen. What you can do is learn how to rise above the emotional disruption they cause and, hopefully, salvage the sale...
Jeb Blount

Jeb Blount

Jeb Blount is the author of nine books and is among the world's most respected thought leaders on sales, leadership, and customer experience. As a sales acceleration specialist, he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance culture, developing leadership and coaching skills, and applying more effective organizational design.