Every Objection Is A Question
Language: English
Published by Paradelta Strategy, 2026
- Softcover
- New

Seller: Rarewaves.com UK, London, United KingdomRarewaves.com UK
AbeBooks seller since June 11, 2025
Condition: New
£ 24.76
Quantity: Over 20 available
Add to basketSeller Inventory # LU-9780645395051
- Title
- Every Objection Is A Question
- Author
- Tony Aitchison
- Publisher
- Paradelta Strategy
- Publication year
- 2026
- Condition
- New
- Binding
- Paperback
- Language
- English
- ISBN 10
- 0645395056
- ISBN 13
- 9780645395051
- Item weight
- 336 grams
Every Objection Is A Question: The Psychology of Sales Conversations That Turn "No" into "Yes"
Every prospect has a reason for saying "no."
The problem is... It's almost never the reason they tell you.
When a prospect says, "I need to think about it," "Your price is too high," "I need to speak with my partner," or "Call me back next week," most salespeople explain, defend, negotiate, or push harder. That's exactly why they lose the sale.
The best sales professionals know something different.
An objection isn't a rejection. It's a question. A concern. A missing piece of certainty.
Once you uncover the real question behind the objection, everything changes.
Instead of creating resistance, you'll build trust. Instead of trying to "handle" objections, you'll learn to understand them, often preventing them before they arise.
Every Objection Is A Question reveals the psychology behind more than 50 of the world's most common sales objections, showing you how top sales professionals navigate difficult conversations without pressure, manipulation, or outdated closing techniques.
Whether you sell products, services, consulting, software, real estate, financial services, or enterprise solutions, the principles in this book can be applied to virtually any industry because they're built on one simple truth:
People don't buy because they're convinced. They buy because they become certain.
Inside you'll discover how to:
- Uncover the real concern behind almost every objection.
- Understand why prospects hesitate.
- Respond naturally instead of sounding scripted.
- Build trust quickly.
- Reduce resistance without becoming pushy.
- Navigate objections around price, timing, authority, need, trust, competition, and change.
- Use practical conversation frameworks you can adapt to your own style.
- Master The Golden Method for handling virtually any objection.
More importantly, you'll understand why these conversations work, giving you the confidence to think on your feet instead of relying on memorised scripts.
Filled with practical examples, real-world conversations, and proven questioning techniques, this book will help you create conversations prospects actually enjoy.
No gimmicks.
No manipulation.
No high-pressure closing techniques.
Just honest conversations that build trust, reduce resistance, and lead to better decisions.
Whether you're new to sales, leading a sales team, or running your own business, this book will permanently change the way you think about objections.
Every Objection Is A Question isn't just another sales book.
It's The Little Black Book for Sales - the practical guide you'll reach for before every important meeting, presentation, negotiation, or sales call.
The one you'll keep within arm's reach whenever the answer isn't "yes"... yet.
"Synopsis" may belong to another edition of this title.
About the Author
"About the title" may belong to another edition of this title.
Rarewaves.com UK
London, United Kingdom
AbeBooks seller since June 11, 2025
Shipping rates from United Kingdom to U.S.A.
| Item | 60 to 60 business days | 60 to 60 business days |
|---|---|---|
| First item | £ 65.00 | £ 100.00 |
Payment methods
Seller's business information
RAREWAVES.COM LIMITED
Elsley Court, 20-22 Great Titchfield Street
London, United Kingdom W1W 8BE
Right of withdrawal
If you are a consumer you can withdraw from the contract in accordance with the following. Consumer means any natural person who is acting for purposes which are outside his trade, business, craft or profession.
Information regarding the right of withdrawal
Statutory right to withdraw
You have the right to withdraw from this contract within 14 days without giving any reason.
The withdrawal period will expire after 14 days from the day on which you acquire, or a third party other than the carrier and indicated by you acquires, physical possession of the last good or the last lot or piece.
To exercise the right of withdrawal, electronically fill in and submit a clear statement on our website, under "My Purchases" in "My Account". We will communicate to you an acknowledgement of receipt of such a withdrawal on a durable medium (e.g. by e-mail) without delay.
To meet the withdrawal deadline, it is sufficient for you to send your communication concerning your exercise of the right of withdrawal before the withdrawal period has expired.
Effects of withdrawal
If you withdraw from this contract, we will reimburse to you all payments received from you, including the costs of delivery (except for the supplementary costs arising if you chose a type of delivery other than the least expensive type of standard delivery offered by us).
We may make a deduction from the reimbursement for loss in value of any goods supplied, if the loss is the result of unnecessary handling by you.
We will make the reimbursement without undue delay, and not later than 14 days after the day on which we are informed about your decision to withdraw from this contract.
We will make the reimbursement using the same means of payment as you used for the initial transaction, unless you have expressly agreed otherwise; in any event, you will not incur any fees as a result of such reimbursement.
We may withhold reimbursement until we have received the goods back, or you have supplied evidence of having sent back the goods, whichever is the earliest.
You shall send back the goods or hand them over to Rarewaves.com UK, Unit 144 The Lightbox, 111 Power Road, W4 5PY, London, London, United Kingdom, without undue delay and in any event not later than 14 days from the day on which you communicate your withdrawal from this contract to us. The deadline is met if you send back the goods before the period of 14 days has expired. You will have to bear the direct cost of returning the goods. You are only liable for any diminished value of the goods resulting from the handling other than what is necessary to establish the nature, characteristics and functioning of the goods.
Exceptions to the right of withdrawal
The right of withdrawal does not apply to:
- The delivery of newspapers, journals or magazines with the exception of subscription contracts; and
- The supply of digital content which is not supplied on a tangible medium (e.g. on a CD or DVD) if you accepted when you placed your order that we could start to deliver it, and that you could not withdraw once delivery had started.
Shipping terms
Please note that we do not offer Priority shipping to any country.
We currently do not ship to the below countries:
Russia
Belarus
Ukraine
Please do not attempt to place orders with any of these countries as a ship to address - they will be cancelled.