Book 7. Day 17: Objections

You Cannot Argue People into Believing They Are

Trainers use the phrase “combatting objections.”
Some teach “rebuttals.” Sadly, this poor advice derails salespeople in their quest to get past no…

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

Link in the comments section

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Motivational shout-outs

I know this sounds cliched.

But, it’s true!

As a member of the Mint Capital, you are never alone!

The Mint Capital is like a healthy exciting family.

The camaraderie between our loan officers, always ready to help each other, is so admirable.

This is the essence of our team.

You are never alone.

You can spark a conversation with multiple people; whether over food, after a Micha, or in the hallway.

I wasn’t surprised to hear our LOs saying that they truly enjoy coming to work every day. It is a fun experience.

We motivate our LOs through:
— Welcome new loan officers
— Shoutout the first Clear to Close
— Track every loan officer’s goal monthly
— Monthly newsletter with highlights and accomplishments of our LOs.

That in a nutshell explains our company.

It’s a great, happy place to work!

Want to learn more? Are you interested to join our team?

Book 7. Day 16: Objections

The Science of Resistance!

In sales, it’s not what you say; it’s how they perceive what you say.—Jeffrey Gitomer

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

Link in the comments section

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Believe or leave

Nobody is forcing you to stay at your dead-end job.

What are your unique abilities? That’s the type of job you should aim for.

The same applies when hiring. It’s best to expect work according to the employee’s unique abilities.

“The secret to have people do what you asked them to do is find out what they want to do and ask them to do it!” — Dale Carnegie


That’s when they will GLADLY do their job.

As Barbara Sher has taught me, don’t wait for motivation. You need to learn to do it anyway.

Barbara asks, “Have you raised children? Are you ‘in a good mood’ at every waking hour of caring for them?”

Yet, you still do it anyway. They are your children and you care for them.

People often ask me, “How do you have such positive energy? How are you in such a good mood?”

Guess what?

I’m not always in the mood.

But, I’ve built my morning routine (pushups, mediation, podcast recording), working on myself to push myself past the mood.

(A tip that works to get me into the swing with my daily podcast? A booming loud “Goooood Moooorning!”)

We learn to do things anyway, even when we’re not in the greatest mood.

Then, it becomes second nature!

When your skill set becomes your talent, you can literally do it in your sleep!

Tribute to Barbara: RIP, her books gave great contribution to the world.

Book 7. Day 15: Objections

We all want those magic words that roll off our tongues like sugar and wow our prospects into saying yes.

If you are looking for a book that is going to tell you
exactly what to say, you might want to take this one back for a refund now.

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

Link in the comments section

Have a great day!

Objections – Table of contents

I’m so excited about this!

I just started reading the 6th book in my podcast series!

My Snap Ahead podcast is running for the past 20 months. (That’s 550 daily morning recordings, 5 days a week!)

I want to thank all listeners who have been listening until now. And if you are new here, I welcome you, my friend!

The truth is, the book reading is part of my morning discipline. I read it mostly for myself, and record it for you to enjoy. I deliver this little podcast (between 7am and 8am).

The new book is called Objections by Jeb Blount.

Everyone who is in sales and prospecting knows what objections are all about.

I’m sure this book will help us handle objections and help us gain confidence in our prospecting abilities.

We can all learn how to handle objections.

I recently heard someone, a boxer, say that he had a period of 688 days that he went without winning.

688 days! That’s almost two years!

Imagine how he felt every morning. Waking up and getting back into the ring, not knowing if he will face rejection again.

Today he is a champion!

What’s your relentless level? How relentless are you in the pursuit of a “yes”?

Never give up!

This is the topic of our new book.

I am excited to share the motivational journey every morning with you.

Welcome aboard, my friend!

Book 7. Day 14: Objections

A red herring is an irrelevant topic or issue that gets introduced into the conversation by a stakeholder

If you manage them poorly, it can cause you to lose control of the sales conversation.

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

Link in the comments section

Have a great day!

Chapter titles

Why is it called the Monday “Blues”?

This usually happens because the weekend was unproductive, therefore causing a low in the mood.

It’s okay to spend a couple of minutes catching up on email and voicemail.

It’s okay to get back into the swing of things.

But, why the blues?

Put a spring in your step!

Spring is here! Spring into action!

Here’s the best way to get back “into things” after a longer break, a vacation or a holiday:

  • Start slow, in a reactive mode.
  • Catch up on emails. Get up to date with company news.
  • One step at a time. Slowly but surely get back into work mode.

We’re not trying to conquer the world. 

Yes, we have good intentions. We are strong willed for long term success.

But, today, for the short term future, we take one step at a time in order to reach that long term goal!

Every morning, take one step forward at a time.

You will gain momentum.

Start the engine, and when it’s fully warmed up you will be ready to go!

Looking forward to an amazing productive healthy summer ahead!

Book 7. Day 13: Objections

Nothing will ever be attempted if all possible objections must first be overcome.
—Samuel Johnson

The Four Objections You Meet in a Deal!

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

Link in the comments section

Have a great day!

Personal Accountability

“Why is everyone picking on me?”

“When will it change?” 

“Who cares about me?”

As long as you ask questions of WHY, WHEN and WHO, you’re in a mentality of victimhood. 

A victim cannot see the light at the end of the tunnel.

Someone who blames the entire world for his troubles has no light in their eyes. No spring in their step. A stoop in their posture.

Bring in the light! A bounce in your spirit. A breath of fresh air.

A person has the choice to change, but it takes courage.

It’s called “personal” accountability.

At the end of the day, look at yourself in the mirror and ask:
What didn’t I do right?
How can I change?
What can I do better?
How can I serve my customers better?

Empower yourself. Tomorrow you will do better!

When a person is a victim of circumstance/situation/system; his boss, coworkers, Uber driver and the entire community seems to be picking on him (in his mind!).

There’s the famous story of two shoemakers who went to Africa. Both sent home a message:
One said: “Bad news! No one wears shoes here!”
The other one said: “Great opportunity! No one wears shoes yet over here!” 

Catch yourself when you blame someone or something.

When you realize you are blaming others, you are starting the journey of liberation.

Whom or what are YOU still blaming?