Every B2B sales rep hears the same objections, over and over: "We're happy with our current supplier." "Your price is too high." "Just send me something." "Email me a proposal."Most reps freeze, backpedal, or reach for a canned rebuttal that sounds exactly like what it is - a script. This book takes a different approach. Objections Without the Script is a no-trick framework built from real field experience, not theory.
You'll learn how to treat every objection as data instead of rejection, how to turn a price pushback into a real negotiation, why "happy with our current supplier" is the standard opening line of nearly every cold call (not a closed door), and how a simple five-minute ritual after every call quietly builds the account history that makes you look sharp months later. Inside, you'll find: The consultative persistence mindset that separates reps who build real territories from reps who burn through leads A real breakdown of what "your price is too high" actually means - and the discount trap that costs more than it wins Why persistence beats cleverness when an account keeps saying "not now" The exact 5-minute post-call ritual that turns every conversation into usable pipeline intelligence A field-tested reframe for treating "no" as "not now, but someday soon" Written by a working B2B sales rep with over thirty years across inside sales, outside sales, territory management, and account management - not a coach who's never picked up the phone.
If you're a new rep starting fresh, or a veteran who never got a real playbook the first time around, this book gives you a way to think about objections that actually holds up on a live call.
Every B2B sales rep hears the same objections, over and over: "We're happy with our current supplier." "Your price is too high." "Just send me something." "Email me a proposal."Most reps freeze, backpedal, or reach for a canned rebuttal that sounds exactly like what it is - a script. This book takes a different approach. Objections Without the Script is a no-trick framework built from real field experience, not theory.
You'll learn how to treat every objection as data instead of rejection, how to turn a price pushback into a real negotiation, why "happy with our current supplier" is the standard opening line of nearly every cold call (not a closed door), and how a simple five-minute ritual after every call quietly builds the account history that makes you look sharp months later. Inside, you'll find: The consultative persistence mindset that separates reps who build real territories from reps who burn through leads A real breakdown of what "your price is too high" actually means - and the discount trap that costs more than it wins Why persistence beats cleverness when an account keeps saying "not now" The exact 5-minute post-call ritual that turns every conversation into usable pipeline intelligence A field-tested reframe for treating "no" as "not now, but someday soon" Written by a working B2B sales rep with over thirty years across inside sales, outside sales, territory management, and account management - not a coach who's never picked up the phone.
If you're a new rep starting fresh, or a veteran who never got a real playbook the first time around, this book gives you a way to think about objections that actually holds up on a live call.
