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

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Description

Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past NoThere 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:

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.



Binding Type: Hardcover
Publisher: Wiley
Published: 06/13/2018
ISBN: 9781119477389
Pages: 240
Weight: 0.80lbs
Size: 8.70h x 5.80w x 1.00d
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SKU: 56660534282

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Ellen W.
Port Orchard, US
★★★★★ 5
I am happy with the room divider. It does what I intended.
Color: Beige, Size: 34" - 3 Panel
Use a power screwdriver.
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Reviewed in the United States on April 25, 2026
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Michele Parkinson
Carnegie, US
★★★★★ 3
It’s really pretty decent except for one thing.
Color: Grey, Size: 34" - 4 Panel, Color: Grey, Size: 34" - 4 Panel
I bought two of these for my basement and they do look great. They were easy to assemble and I’m happy with them. The problem is that the stitching on the fabric panels are almost the size of a machine basting stitch (which for non sewers means large temporary stitches). Because the panels are tight by design, the stitches had already started to come undone before I could finish assembling everything. Fortunately I can sew and I reinforced all the panels. I had to take the first ones back off the poles to do them but I did the second set before assembling. It’s really not a bad product for the money. It’s quality fabric and the design itself looks great. The stitching looks fine but it’s just not substantial enough for the purpose it is supposed to serve. I can’t imagine why it be sewn so insufficiently. I was able to resolve my issue because I can sew. I wasn’t planning on sewing nor did I really have the time. I could have made it myself but I didn’t want to and that is why I purchased this. I ended up using valuable time. The really unfortunate thing is, I have no other complaints. This is a manufacturing problem.
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Reviewed in the United States on February 3, 2023
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Mad Jack
Dallas, US
★★★★★ 5
Inexpensive walls.
Color: Grey, Size: 34" - 3 Panel, Color: Grey, Size: 34" - 3 Panel
We had a hot request for a workstation in the warehouse with some privacy. These have worked great. Easy to assemble. They are lightweight and stable. This was an inexpensive solution that looks professional. Our client loved it.
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Reviewed in the United States on August 1, 2025
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Amber
Alexandria, US
★★★★★ 1
Dont wait! Assemble right away! Just in case you need to return it.
Color: Black, Size: 22" - 4 Panel
Ok, I like the idea of this but the assembly is frustrating. One side lined up perfectly with the holes however, the small bars that connect the screen to base is not lining up. I think it's do the fabric the screen or divider is made of. It's not stretchy. I brought this months ago and just opened it today. I'm upset and don't even think returning it is possible. If the material was a bit longer or stretchy to give a little room to work with this divider would be great. However, I'm not sure what I can use it for since I'm unable to attach it to the bottom. Beware! Don't wait like me. Tip for the manufacturer. Next time invest in Velcro dividers so the fabric can be adjusted with ease. Literally if I take the screen off the frame aligns perfectly. However, it defeats its purpose of privacy. I might buy some material myself and create a more flexible divider. Or I'll buy Velcro myself and attach to the bottom. I don't know yet.
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Sandy
Carnegie, US
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Great taste
Very good biscuit, just as I remember them. Not too hard just right.
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Reviewed in the United States on April 9, 2026

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