25 Common Sales Objections & how to Overcome Them

Dartnell Corporation was a credentialed publisher of sales training materials through much of the twentieth century, and Bob Taylor's 1991 guide addresses a perennial professional challenge: the moment a prospect pushes back. The structured reference format — organized around specific objections with strategic or scripted responses — is built for quick consultation during training rather than cover-to-cover reading. For professional salespeople of that era, that practicality was genuine value. The honest caveat is significant: this is an out-of-print, obscure title with almost no public critical or reader review record, and a 1991 publication predates email, digital sales, and modern CRM contexts entirely. What we know about the book points toward a useful-for-its-time trade reference; what we cannot confirm is whether the specific content holds up. Approach with that limitation in mind.