Book 7. Day 82: Objections

The default question on every opportunity is “What’s the next step?”

Stalled deals plague the sales profession, clogging pipelines, ruining
forecasts, and causing untold frustration.

Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount

Link in the comments section

Have a great day!

Lack vs. Relax

Which person would you rather trust?

Someone hunched over, head down, arms crossed?


Or, someone with a straight posture, chin up, shoulders straight back?

Obviously, a person that is confident will have a “power pose” and exude more trust.

This is the way to do it:
Imagine there is a string at the back of your neck and when you pull that, it pulls up your back.

Straight up. Like that.
(But, don’t puff out your chest or stomach too much. Just a little bit…)

Also, when shaking someone’s hand, it’s important to give a firm and confident handshake.

When someone shakes my hand with a weak, limp, sweaty palm, it just doesn’t feel right.

Give a nice firm handshake. With a nice little squeeze. Hold it for a few seconds, while looking the person in the eye.
(But also not a very tight squeeze that feels like a squeezing contest between two people)

Have a wonderful day!

Book 7. Day 81: Objections

As you move into the sales conversation, the temptation to pitch is
strong…

Stakeholders are repelled by sales pitches, they
will 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 like on a rock-climbing wall there are little footholds to help the person lift himself up and go to the next level.

In prospecting, the ledge is a memorized, automatic answer we have ready to shoot back at the prospect as soon as they hit you with any objections.

Some examples of ledges are:


Oh! I know that.
I expected you to say that. 
That’s exactly why I called. 
I’m with you.
I didn’t expect you to be interested today. 
I figured this was the case.
Great! That makes sense. 
I fully understand you.
I agree, totally. 
If I were you I would do the same thing. 

When you have these answers in your arsenal, it would be so much easier to handle rejection without it being emotional to you.

Try it. Let me know how it works!

Good luck, my fellow friend.

Book 7. Day 80: Objections

“Before we get started, is there anything else you want to be sure we
cover?”

Ninety percent of the time when you ask this question, the stakeholder
will 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 for
the 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, let’s talk about dressing.

Body hygiene and cleanliness are very important. (Teeth, hair, etc. should be clean and fresh smelling.)

Suit should not be stained or creased.

Shoes should be clean (if not shined), and not dusty.

Shirt should be cleaned, sharp, and pressed. (And not a faded color, due to washing.)

We shouldn’t neglect these things.

We need to dress with confidence to be able to exude confidence.

I will also add here, that friends tell friends when they need to do something to help people look at them in a more positive manner…

Do you dress professionally or casually for work?

Book 7. Day 77: Objections

Most red-herring objections happen early in the
sales 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 need to show up and ask confidently in order to get that Yes.

As you gain skills in prospecting and sales, you have more chances to turn the Maybes into Yeses.

Every Maybe should not automatically become a No in your mind, that means running away with fear because you think it’s a No.

It all starts with having the right message. Coming in confidently and asking for the sale.

Everyone in sales has to ask.
If you ask, you will inevitably have objections.

But, objections are NOT rejections!

Ask boldly. Ask assertively. Ask wisely.

Then you will start the step of converting the Maybes in the Yeses.

In the first place you need to be strong enough that a Maybe does not mean a No!

A Maybe can very well turn into a Yes!

That, my friend, I wish for you:
Many, many Yeses only!

Credit to Jeb Blount.