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 that we need to listen to something seven times before we hear it once. SEVEN times!

The same applies in the world of marketing, for example.
We understand that brands need to market themselves in many different media formats; text, audio, video, etc.

As a salesperson, you also need to constantly be on top of your game.

Be proactive.

When you hear or see a good message that talks to you, keep it in mind.
Keep on listening to it.
Listen to it again and again.

It’s not about learning NEW things every day.
It’s about doing the SAME things every day.

What do you need to do in sales?

Follow up. Follow up. Follow up.
Consistently do your calls. The same time every day.
Sixty minutes. Ninety minutes. Without distractions. 

The daily little tax will help you crack the code. That will be your secret to success!

That, my friend, I wish for you.

The clarity and courage.

The clarity to pick the right things. The courage to do it.

And the persistence to do it every day!

Let’s go!

Grit

This Sunday was Visiting Day at my son’s camp.

I was telling him about an article I read from Peter Diamandis, where he wrote about the success of startups like AirBnb, Instagram, and Pinterest.

The trick behind their success?


GRIT.

It’s all about having the grit and perseverance to succeed.

Peter also mentioned many of his own companies, how he had many different ideas that met challenges and setbacks; yet it still succeeded in the end.

The bottom line was the grit that he invested in his companies.

He had some ideas that he started.
It didn’t work.
So, he started again in a different way.
A different model.
Still didn’t work.
He tried this way and that way.
Until, finally, after many tries, he made it!

It was the grit that he kept on trying, trying, trying, that helped him succeed.

So, I said to my son, “How is this example of changing things around and trying a new model, actually a lesson?”

The answer is:
Grit is something that a person never gives up.

Yes, the strategy might change, but the PERSON never gives up.

“Strategies could change, but the direction doesn’t change.” — Good to Great

Book 7. Day 75: Objections

Salespeople, most often, get broadsided by red herrings early in sales
conversations.

Do not take the bait!

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 74: Objections

“So, why don’t you walk us through the costs we can expect?”

Like a bass hitting a lure—the salesperson took the bait and ran – stuttering and sputtering.

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 73: Objections

To change your yes number, your focus must be on optimizing the ratio

between the two E’s—Efficiency and Effectiveness

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

Link in the comments section

Have a great day!

Veitug

I was listening to “Veitug” a beautiful song by Motty Ilowitz.

It’s a song of hope; that although you have a Veitug (pain), you should know that Ein Tug (one day) you will realize that you grew from the pain.

All the pain helps you grow and become who you are.

This is one way of dealing with pain, by thinking that one day it will pass.

The other way of dealing with pain is looking inward.
Where is the problem coming from?

Look into yourself and see the pain of 
attachments 
desires
aversions.

You want what you don’t have; you don’t want what you have.

These are the root causes of all human suffering.

Remember, this too shall pass!

To think while you go through the pain, to remember that one day it will be a gain, that’s already a higher level.

It’s true that what pains us, makes us.

“Pain is inevitable. Suffering is optional!” — Dalai Lama

When we go through a painful time, if we keep strong no matter how painful it is; eventually it makes us stronger and better.

There is a famous Biblical saying, “The same way we bless and thank God for the good; we should bless and thank God for the bad as well.”

The same way we see the ‘good’ in good. We should also think that the ‘bad’ can also be good. We only realize later on how the bad was really good.

When you would ask a mature person why he has the ability of being calm, he might tell you that he had a few years of terrible pain and that helped him reach this level of calm.

When you are able to look at yourself and all your good traits and look at it from an angle of: “Oh because I went through these rough times, I was able to reach this level of character that I have attained now…”

It’s the moment you realize that the strengths from today came from the suffering of yesterday!
You then see the good within the pain.

That’s when it will be clear that just like we need to thank for the good, we need to thank for the bad.

May we know of no more pain! Amen.

Not Every People’s Person Is Meant To Work With People

Not every people’s person is supposed to work with PEOPLE.

Carl White once shared a story about one of his employees, who made some type of comment like, “Now, of course, he would never hire someone who was not a people’s person”.
(Which made it clear that someone was a people’s person.)

But, every time she would hang up the phone she made a comment about how stupid the customer was. This started to annoy everyone around her. They wanted a positive and optimistic environment. 

Which made Carl think, what’s going on? She is a people’s person, so why does she complain about every customer…?

That’s when he realized that not every people’s person is meant to work with people.

My fellow salesperson, allow me to share another interesting comment I heard from Carl White.

He once heard someone (I wonder if it’s that same employee) comment:
“The customer thinks I need to drop everything and work on his file?”

Carl’s answer?


“Oh, that makes two of us. Because I also think that when a customer calls, you need to drop EVERYTHING and talk to them.”

When you have a customer that wants something, you pick up the phone and talk to them right away!

Thanks, Carl, for the constant motivation!
Looking forward to meeting at our LOs trip coming up — in Clearwater Beach, Florida!

Book 7. Day 71: Objections

When it comes to sales numbers, your confirmation bias is especially
dangerous and the enemy of the truth.

Leveraging ratios can lead to an exponential acceleration of sales
productivity.

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

Link in the comments section

Have a great day!