Aug 1, 2019
"In sales your job is to go out and find some rejection and bring it home." That's the blunt, profound sales truth you can expect from our guest today Jeb Blount, best-selling author of Sales EQ and Fanatical Prospecting. Rejection is not only a part of sales it lays at the very foundation. If you're giving up on the first rejection you are missing out on sales opportunities.
Dealing with objections and rejection begins with your mindset. Knowing how to control your own emotions is essential to being able to influence the decisions of the people you need to say, "Yes!"
This is an episode full of actionable advice that you can use on your very next sales call. Don't say, "No," to this episode. You've been warned!
About Today’s Guest
Jeb Blount is a sales acceleration specialist and the author of ten books including Fanatical Prospecting, Sales EQ, People Buy You, People Follow You, and Objections. He is among the world’s most respected thought leaders on prospecting, sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb advises a who’s who of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer-facing activities.
On today’s podcast...
1:29 - Gina is a Jeb Blount fan girl
10:17 - What was the tipping point that got Jeb Blount on the show while he's on the road?
13:49 - How does Jeb deal with generic, boring pitches that he gets?
16:39 - Prospects want to see you earn it
20:26 - Jeb Blount's Groundhog Day strategy
23:09 - A 4-step framework for sending effective prospecting messages
27:21 - Sending a Dear Kathy letter....to a Gina
30:45 - The phone is still king. Field level sales is making a comeback.
34:29 - The Katy Perry Paradigm
37:55 - The way we communicate changes but the way our brain works doesn't change
41:48 - "In sales, your job is to go out and find some rejection and bring it home."
43:30 - Jeb coaches his son to change his approach when selling CFO's
46:33 - "If you can't manage your own emotions, how are you going to be able to influence the emotions and behaviors of other people?"
51:55 - The reasons your prospects object
56:22 - Overcoming the "think about it" objection
More about Gina
Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets.
More about Rachel
Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon
More about Keith Walters
As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets.
Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts.