Author: Lou Landau

Book 7. Day 81: Objections

As you move into the sales conversation, the temptation to pitch isstrong… Stakeholders are repelled by sales pitches, theywill allow you—and sometimes encourage you to unload your pitch! Take Control! Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount Link in the comments section Have a great day!

The 3 step turnaround framework

“Oh, I’m already dealing with someone else.” How would you respond when a prospect says this? Jeb Blount explains that we need to build “ledges” to help us handle objections when prospecting. When being hit with rejection, we have an involuntary automatic response, similar to fight-or-flight, to buffer the feeling of rejection. A “ledge” is […]

Book 7. Day 80: Objections

“Before we get started, is there anything else you want to be sure wecover?” Ninety percent of the time when you ask this question, the stakeholderwill say, “I’m good.” Check the Stakeholder’s Agenda! Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount Link in the comments section Have a great day!

Book 7. Day 79: Objections

Priming is a powerful technique that allows you to insert your request forthe micro-commitment into the stakeholder’s subconscious memory. I primed your answer by injecting an associated idea into your memory. Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount Link in the comments section Have a great day!

Book 7. Day 78: Objections

The human mind abhors the unknown. Telling your stakeholder what you want up front sets them at ease and continues to lower the emotional wall. Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount Link in the comments section Have a great day!

Non-verbal communication

Do you wear a suit to work? Dress with confidence.  A salesperson needs to look at the part and be dressed well. “A picture is worth a thousand words and being well dressed sends a powerful message internally and externally. Which is why even inside salespeople should dress for confidence.” — Jeb Blount My friend, […]

Book 7. Day 77: Objections

Most red-herring objections happen early in thesales process—usually on your initial call. The sales call agenda framework is a powerful tool that helps you, in these situations Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount Link in the comments section Have a great day!

The rule of thirds

Yes.No.Maybe. When a prospect says “maybe”, there is potential it should go in the direction of a “yes” or a “no”. “I need to think about it.”“I’ll call you when I need this.”“Let me take your card.” All these answers just push off the “yes”. We need to move the Maybes to become Yeses. We […]

Book 7. Day 76: Objections

Moving past red herrings requires massive emotional control. You need a simple and habitual system that keeps you in control of emotional impulses. Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount Link in the comments section Have a great day!

Brush offs

Did you learn something new today? We don’t always have to learn something new. It’s not always about the new lesson. As long as it’s a lesson. When you find a book/mentor/podcast that talks to you, that stirs your soul. Save it. Listen to it.Again and again. And again. In the EOS system, they say […]