The Relentless Pursuit of 'Yes' - Jeb Blount 'Objections' Chapters 14, 15, 16 & Summary

We're finishing our discussion on Jeb Blount's 'Objections' this
episode and then summarising the book and the value we've gained
from it. 


Chapter 14: 'Buying Commitment Objections' 


Blount talks about isolating and clarifying an objection Don't
'Pump and Pounce' - as he says. You shouldn't get immediately
combative which we agree with. However, we think there are much
more elegant ways than isolating and clarifying an objection than
the reasons he gives. Notably just listening and
reflecting. 


Chapter 15: 'Bending Win Probability in Your Favour' 


On p.186 we've highlighted what I believe is the most important
paragraph in the book. 'Fanatical prospectors carry around a
pocketful of business cards, they talk to strangers in doctor's
offices, at sporting events, in lines to get coffee, in
elevators, at conferences, on planes, on trains. They get up in
the morning and bang the phone, during the day they knock on
doors, in between meetings they prospect with email and text, at
night they connect with and engage prospects on social media.
When they are tired, hungry and fed up with objection, they make
one more call.' 


Blount also talks about pre-call planning and we're pretty
meticulous when it comes to planning before meeting with a client
- he has a 4 stage process and the only thing he missed of for us
is we like to tell the prospect what's going to happen during the
call. Blount also chats about role plays and from our experience
most candidates HATE role plays. But a lot of the good candidates
don't - because they know they have top class selling skills they
have a 'bring it on' attitude. 


Chapter 16: 'The Relentless Pursuit of Yes' 


This final chapter was just a pep talk from Blount really - but
an effective one and a positive in which to end the book on.
Summary: It's got us thinking about objections again, we like how
Jeb Blount writes and we've much preferred it to some of the
other sales books we've read on the show.