Objections Book Summary - Objections Book explained in key points
Listen to the Intro
00:00

Objections summary

Jeb Blount

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

4.4 (143 ratings)
21 mins

Brief summary

'Objections' by Jeb Blount is a sales guide that teaches how to handle and overcome objections in order to close more deals. It helps increase confidence in sales by providing practical strategies in each stage of the sales process.

Table of Contents

    Objections
    Summary of 7 key ideas

    Audio & text in the Blinkist app
    Key idea 1 of 7

    Arguing with potential customers only leads to frustration.  

    If you’re a sales person, you may have experienced the thrill of working with a prospective customer over a period of time, giving them several presentations on the benefits of your product or service, and smoothing over any issues as you navigate them through the sales process. Unfortunately, you may also have had this experience: right at the moment of truth, instead of signing on the dotted line, that prospective customer tells you that they need more time to think it over. 

    Situations like this are hugely frustrating. You haven’t closed the sale, and you’ve been fobbed off with a vague excuse that doesn’t really explain your prospect’s hesitation at this late stage. 

    As a salesperson, you want your potential customer to be as specific and truthful about their doubts as they can. If they tell you what the problem is, then you can tackle it effectively and continue on to the sale. 

    But if not, and you find yourself in this taxing position, take a deep breath, think carefully before you act, and take the time to understand why your potential customer is being so indecisive.

    To begin with, your prospect sees things very differently from you. They’ve probably had past experiences with pushy salespeople that argued, tried to prove them wrong, and pressured them into a purchase. With these experiences in mind, there’s only one thing they can do to avoid feeling pressured or even bullied by you: keep their reasons so vague that you won’t be able to pick them apart and begin arguing with them.

    This distrustful state of affairs has arisen because of the common belief among salespeople that you “shouldn’t take no for an answer.” Although this tenacious attitude is important, the way that many salespeople put it into practice is by arguing with doubtful prospects until they eventually break down and buy.

    Arguing with your potential clients is highly counterproductive though. Psychological research tells us that the more we tell people that they’re wrong, the more likely they are to stick to their guns and claim that they’re right. This phenomenon is known as psychological reactance and research suggests that the effect persists even when people are presented with strong evidence that contradicts their opinion. So the more you explain to your prospect that their doubt is misplaced, the more they’ll say it isn’t.

    Fortunately, there’s a better way; one that allows you to address your prospect’s concerns without resorting to conflict. We’ll get into that in the following blinks.

    Want to see all full key ideas from Objections?

    Key ideas in Objections

    More knowledge in less time
    Read or listen
    Read or listen
    Get the key ideas from nonfiction bestsellers in minutes, not hours.
    Find your next read
    Find your next read
    Get book lists curated by experts and personalized recommendations.
    Shortcasts
    Shortcasts New
    We’ve teamed up with podcast creators to bring you key insights from podcasts.

    What is Objections about?

    Objections (2019) explores the secrets behind turning around common sales objections. Drawing on insights from both the business world and psychology, it shows how you can transform even the most reluctant prospect into an eager buyer. 

    Objections Review

    Objections (2018) by Jeb Blount offers practical strategies for overcoming objections in sales and negotiation. Here's why this book is worth reading:

    • It provides a step-by-step framework for handling objections effectively, equipping readers with the tools to confidently navigate challenging sales conversations.
    • With real-world examples and practical tips, the book offers valuable insights into understanding and addressing objections, making it a valuable resource for sales professionals.
    • Engaging and informative, it offers actionable advice and techniques, ensuring that it won't leave you bored, but rather motivated and equipped to handle objections with ease.

    Who should read Objections?

    • Sales people looking to up their game
    • Budding entrepreneurs about to pitch to investors
    • Business buffs seeking fresh insights

    About the Author

    Jeb Blount is the CEO of the international training consultancy Sales Gravy, which helps businesses boost their sales performance and optimize their human capital. In addition to authoring eleven books, including Fanatical Prospecting and Sales EQ , Blount is also a highly sought-after speaker on the topics of sales, customer experience and leadership. 

     

    © Jeb Blount: Objections copyright 2018, John Wiley & Sons Inc. Used by permission of John Wiley & Sons Inc. and shall not be made available to any unauthorized third parties.

    Categories with Objections

    Book summaries like Objections

    People ❤️ Blinkist 
    Sven O.

    It's highly addictive to get core insights on personally relevant topics without repetition or triviality. Added to that the apps ability to suggest kindred interests opens up a foundation of knowledge.

    Thi Viet Quynh N.

    Great app. Good selection of book summaries you can read or listen to while commuting. Instead of scrolling through your social media news feed, this is a much better way to spend your spare time in my opinion.

    Jonathan A.

    Life changing. The concept of being able to grasp a book's main point in such a short time truly opens multiple opportunities to grow every area of your life at a faster rate.

    Renee D.

    Great app. Addicting. Perfect for wait times, morning coffee, evening before bed. Extremely well written, thorough, easy to use.

    People also liked these summaries

    4.7 Stars
    Average ratings on iOS and Google Play
    30 Million
    Downloads on all platforms
    10+ years
    Experience igniting personal growth
    Powerful ideas from top nonfiction

    Try Blinkist to get the key ideas from 7,000+ bestselling nonfiction titles and podcasts. Listen or read in just 15 minutes.

    Start your free trial

    Objections FAQs 

    What is the main message of Objections?

    The main message of Objections is how to overcome objections in sales and improve closing rates.

    How long does it take to read Objections?

    The reading time for Objections varies, but it typically takes several hours. The Blinkist summary can be read in 15 minutes.

    Is Objections a good book? Is it worth reading?

    Objections is worth reading because it provides practical strategies to handle objections and improve sales performance.

    Who is the author of Objections?

    Jeb Blount is the author of Objections.

    What to read after Objections?

    If you're wondering what to read next after Objections, here are some recommendations we suggest:
    • Fanatical Prospecting by Jeb Blount
    • Sales EQ by Jeb Blount
    • Smart Calling by Art Sobczak
    • Sales Management. Simplified. by Mike Weinberg
    • The Greatest Salesman in the World by Og Mandino
    • 80/20 Sales and Marketing by Perry Marshall
    • Gap Selling by Keenan
    • Read People Like a Book by Patrick King
    • Walmart by Natalie Berg and Bryan Roberts
    • Discipline Is Destiny by Ryan Holiday