Objections
by Jeb Blount
Blount's framework for objections across the sales process: prospecting brush-offs, red herrings, micro-commitment objections and buying commitment objections, each with a specific turnaround technique. Concrete and scripted.
Read it if…
you freeze or argue when a prospect pushes back.
See the book →
Skip it if…
you sell in long enterprise cycles where objections are rarely blunt.
Try instead: Inked →
Three things you will actually use
- The ledge: a scripted first response buys thinking time.
- Never argue; relate, isolate, minimize.
- Objections are often rejection of being sold, not of the product.
Do this first
Write the five objections you hear most and a ledge-and-turnaround response for each.
Our verdict
Scripts for pushback.
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