Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No by Jeb Blount
Jeb Blount is the author of nine books and is among the world’s most respected thought leaders on sales, leadership, and customer experience.
Through his global training organization, Sales Gravy - which is one of the greatest company names ever - Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities.
Interesting fact - he spends over 250 nights on the road each year which is why he is the hardest working man in sales, he is the James Brown of Sales!
The Host's Perspective:
If you’re in sales, and when you think about it, we’re all in sales, one of the biggest challenges is how to deal with objections. Objections can be paralyzing and derail a sale. But it doesn’t have to be that way
Here are just three of the book’s many big ideas that particularly resonated with me.
1- Telling people not to be bothered by rejection is the most worthless thing you can tell a salesperson. The fear of rejection is baked into our caveman brains and rejection affects even the most successful salespeople. But in sales, an objection is not a rejection. And that’s an important distinction.
2- In sales the most important discipline is asking. You must ask for what you want, directly, assumptively, assertively, and repeatedly. Asking is the key that unlocks everything in the sales process.
3- In every sales conversation, the person who exerts the greatest amount of emotional control, has the highest probability of getting the outcome they desire.
Today’s buyer is more sophisticated and informed. In Objections you’ll learn the psychology for getting past no.
Rather than the same tired, cheesy, old-school scripts, you'll learn contextual frameworks and strategies for responding to objections in the real world.
Listen to the Interview:
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