The Oxford Dictionary describes it as:
ob·jec·tion
/əbˈjekSH(ə)n/
noun
- an expression or feeling of disapproval or opposition; a reason for disagreeing
What I believe it is:
I believe an objection is often just an excuse not to do something. In the case of this book, it is a real estate property seller telling you their “go-to” line that is often just something to get you off the phone.
The “sales objection” is a direct response in the evolution to our ancestors physiological reaction of flight or fight that occurs in the presence of something terrifying, either mentally or physically.
In modern society we are not experiencing this reaction due to attacking wild animals, it is the response to the common sales call.
Its a smoke screen, nothing more. For most agents it is a minor tactic that defeats them and somehow gets them to give up on their goals.
Most agents create more objections than they will ever overcome because they refuse to learn scripts, stick to them and practice.