Objections
The Ultimate Guide for Mastering The Art and Science of Getting Past No
Created by Wiley and Sons, Jeb Blount
Discover how to handle objections with confidence by exploring buyer psychology and proven sales frameworks. Gain practical strategies for managing emotions and turning resistance into opportunities. Build the skills needed to lead sales conversations with clarity and empathy.
Wiley | Apr 2026 | 240 min
What You Will Learn
You will learn by exploring real-world scenarios and actionable frameworks rooted in behavioral science. Each section breaks down the emotional and cognitive aspects of objections, guiding you through practical steps for surfacing resistance and responding with skill. The focus is on building habits that help you stay composed and proactive in any sales conversation.
Key Features
- Understand the psychology behind buyer objections and resistance
- Apply structured frameworks to address objections early and effectively
- Develop emotional resilience to handle rejection and maintain confidence
Target Audience
Perfect for sales professionals, account executives, SDRs, sales leaders, and entrepreneurs who regularly face buyer pushback. If you have some sales experience and want to improve your ability to manage objections and rejection, you will benefit from these strategies. A growth mindset and willingness to reflect on your approach are all you need to get started.
