We're racing through Jeb Blount's 'Objections' this week, chatting about why people shouldn't people afraid of cold-calling, how we suss out the ones who are and why this could be detrimental to your sales career. 

We also ask the question: do all salespeople respond to objections in the same way? 

Our thoughts: objections are a request for more information and they're a sign that your prospect is still engaged - don't confuse objection with rejection. Salespeople are in a contact sport, it's part of the game - you're going to get hit with rejections and objections - your task is to then condition your response to deal with these Our verdict: This book feels like a magnifying glass into things that I've already been told - but this guy tells it more simply and I wish I'd read this one first. It's helped us.