How to Master Objections in Sales - Jeb Blount 'Objections' Chapters 11, 12 & 13

Chapter 11: 'Yes Has a Number' 


In this chapter Blount tells us that sales is governed by
numbers. Our main issue is that we don't get why he included this
in a book about objections. 


Chapter 12: 'Red Herrings' We had a lot more to say about this
chapter. We thought that he explained red herring objections
badly. After reading this we went beck to the start and put the
note 'he didn't actually tell us how to identify a red herring'.
Jonny said to me years ago when I put the phone down - 'how much
was that phone call worth?' and this has stuck in my head ever
since. Blount says that when somebody gives you an objection you
need to test the validity of whether or not that's a real
objection His first rule is to ignore, which I agree with to an
extent BUT also think that's dangerous because an unhandled
objection grows like a piece of mould - you're often sat there
thinking 'will that come back?' when you could've nipped it in
the bud instead. The line I often use for red herring objections
is 'go on' I'm quite negative about this chapter because I think
red herrings are so important - often they're a silent killer and
Blount misses this point Ignoring a red herring can also be
synonymous with bullying - it's going to come back and bite you
later on. Especially if you're having a conversation with
somebody who's a little bit quieter - they're going to hate you
for your ignorance. You've got to judge the situation with one
where you're in front of the client - if you're a huge
personality and your client isn't and they throw a quiet
objection in the works - do not ignore this - if you do, don't be
surprised if they never speak to you again. Chapter 13
'Micro-Commitment Objections' 'The human mind abhors the unknown'
Agreed. We always say when we're on the phone, this is a canvas
call, we state our intention. Blount's 100% right about being
clear with your intention, objective and micro-commitment at the
end of the call. 'When you indicate that you are unattached to
the outcome, that you're willing to walk away if working together
might not be a fit, you are saying right up front that you are
not going to chase - this activates the scarcity effect, people
want what they can't have' - We thought this is beautifully
elegant - you've got to be careful because you still have to sell
to them a little bit, but I agree. The way the guy puts together
his scripts is amazing - the script on p.142 is blinding. He's
missing those little shades of grey around what do you and don't
you ignore - I'm very nervous about the concept of ignoring an
objection because a lot of salespeople will misconstrue that as
walking over the top of it. A lot of this book, Blount's got me
thinking and he's got me to realise that my trainings not
outdated. Micro-commitments - he's saying that A. you get your
customer to say yes then B. you get them to do stuff for you -
he's saying that call me back next January is not a
micro-commitment - call me back on January the 5th at 2pm is.
Blount isn't too realistic with some of the points he makes.
Micro-commitment chapter in general is excellent - it's something
I already do but if you don't then you should be doing it! read
the chapter listen to our advice and change your game Summary All
in all, we enjoyed these chapters, they've been a good refresher
course for us and they've got us thinking about our game.