objections

Decision deferment is one of the most common and misunderstood objections in sales. You’ll often hear it as “We need more time,” “Let’s think about it,” or “We’re not ready to move forward yet.” It sounds reasonable. It feels polite. But make no mistake. Decision deferment is resistance. And if you do not address it with skill and confidence, it will quietly kill your deal. Most salespeople treat these objections as a signal to back off. They thank the prospect, promise to follow up, and walk away. What they are really doing is giving up control of the process and inviting the deal to stall indefinitely. Top performers understand that objections are not roadblocks. They are leverage points. When handled correctly, they become opportunities to surface truth, build clarity, and move the deal forward. Read Objections by jeb Blount, founder and CEO of Sales Gravy, the number one sales training organization

The Right Way to Handle the “We Need More Time” Objection

Articles, Rejection & RBOs /

Decision Deferment: The Most Misunderstood Sales Objection   Decision deferment is one of the most common—and misunderstood—objections in sales. You’ll often hear it as: “We need more time.” “Let’s think about it.” “We’re not ready to move forward yet.”   It sounds reasonable. It feels polite. But make no mistake: decision deferment is resistance. And…...

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Use this simple question to neutralize price objections. Sales Gravy Training

A Simple Question to Neutralize the Price Objection

Objections /

In this fast, hard-hitting clip, Jeb Blount and Brian Parsley break down the most common objection in sales: “The price is too high.” They explain why this objection has almost nothing to do with cost and everything to do with perceived value. When buyers say the price is too high, what they’re really signaling is…...

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Objections Book Club Guide

Fanatical Prospecting, Objections /

For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. The Objections Book Club Guide takes you and your team through the tools to become rejection-proof and get to YES. Download here…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a...

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Never Ask This Question in Your Sales Process

Articles, Objections, Qualifying /

In a recent training session, a sales rep asked this question: “Jeb, over the past month I’ve had several of my potential accounts hit a wall because the person I was working with turned out not to be the decision-maker. What is frustrating to me is these people told me in our initial meeting that…...

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red herring objections

Do Not Chase Red Herrings

Negotiation, Objections /

You must avoid getting drawn in by red herring objections at all costs. A red herring is something your stakeholder says that diverts your attention from the objective of your sales meeting. What Not to Do In Response to A Red Herring The term red herring is thought to originate from the practice of dragging…...

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The Four Titans Talk Sales Objections [Video]

Objections, Videos /

On this video, Jeb Blount, Mark Hunter, Anthony Iannarino, and Mike Weinberg discuss sales objections…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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Skipping Past Sales Objections

Skipping Past Sales Objections Webinar with Jeb Blount

Objections /

In this webinar, which pulls from the pages of my best-selling book Objections, I discuss the 4 Types of Objections you meet in sales, and techniques for dealing with each objection…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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Getting Past the Fear of Rejection

Getting Past the Fear of Rejection [Video]

Mindset & Mental Toughness, Rejection & RBOs, Videos /

In this video, Jeb Blount and the legendary Tom Hopkins discuss the hard truths of rejection and strategies that sales professionals can use to deal with the fear of rejection…. Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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Objections - When Buyers Say No

When Buyers Say No! [Video]

Mindset & Mental Toughness, Rejection & RBOs, Videos /

On this video, Jeb Blount and the legendary Tom Hopkins discuss winning strategies for when buyers say ‘No!’   … Professional Membership Required You must be a Professional member to access this content.Join NowAlready a member? Log in here...

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