IRC Book Club Episode 22 Jeb Blount ‘Objections’ Chapters 14, 15 & 16 ‘The Relentless Pursuit of ‘Yes”

We’re finishing our discussion on Jeb Blount’s ‘Objections’ this episode, chatting about chapters 14, 15 & 16 and then summarising the book and the value we’ve gained from it on the whole.

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’

During interviews, I also think to myself, if the candidates doing the asking, they’re doing well – if you’re asking the questions, then you’re in control. On p.186 I have 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 next 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’

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.

We’ve started reading the next book ‘Sales Leadership’ by Keith Rosen and we have to say… it’s a blinder! I’ll tell you how much I like it, I was with a client yesterday and I got it out of my bag, showed it to him. He then went to grab it and I said ‘you can’t have it, it’s my copy. But you should buy it’. Thus far, it’s absolutely superb.

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