This is the Sales Gravy Podcast.

I'm Jeb Blunt, best-selling author of fanatical prospecting and sales EQ,

and I'm here to help you open more doors, close bigger deals, and rock your commission check.

On this episode, we're going to discuss red herring objections and how they can derail your sales call when handled poorly

before you get started though two things first if you're looking for more free sales training advice

tips tactics techniques go to salesgravy.com and click on sales

articles. There you'll find videos, podcast, articles from some of the top sales trainers in the

entire world. And it's all free. Just go to salesgravey.com. That's salesgravey.com. And while you're

there, check out sales gravy university and take one of our free courses.

Next, I want you to go to Barnes & Noble or wherever books are sold and pick up a copy of my

brand new book, Objections. The book is Storming the Sales World. It became an instant

bestseller the day that it came out, and the reviews that are coming in are amazing. Go get

objections. It's one book that I promise will make you more money this year.

On a recent morning, my executive team at Sales Gravy gathered in our conference room in front of a big wall-mounted flat-screen TV.

We were there for a video call and an online demo of a new software platform.

After the basic introductions, Derek, who was our account executive, asked if we had

any questions before he began the demo. I chimed in with the one question that we had not yet asked.

Derek, before we get started, I think it's important for you to know that we're on a very tight budget.

We aren't a big company, so we can't afford to pay what you're charging those big company

logos that you have up on the screen right now.

I was referring to the Bragg slide where he listed a who's who of his company's clients.

I really don't want to waste your time if this is outside of our budget, so why don't you walk us through the cost we can expect?

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