Overcoming Objections with Jeb Blount

You sent me in a generic email out of your crm that you plug my name in and you push the button and you don't care about me you don't care about what I do you don't care about anything you're just a [ __ ] by the way somebody in your organization taught you to do that and there are more on to [Music] hey mourners welcome to women your mother warned you about the podcast that Makes everything sexy again I'm Rachel Pitts realtor a mortgage loan officer mom and apparently I'm not the one that's in love

with job I'm blunt but that's why she's giggling so much we're so giddy from speaking with him and I'm Gina tricot founder and sales trainer at pivot on results and Carolina improv with a big business crush on Jeb point don't tell Gitomer or in arena you guys this is that it's it Really is amazing to have had such a wonderful and and in my humble opinion high profile yeah guest on the show today and what's really interesting is what he talks about it about how to actually get him get catch his interest and get him

booked he discusses that in this episode so if you're interested you know take a listen well they're here so why go now super fun a show today with Jeb want as I say On the show to him straight Jews race I always like I didn't even get to ask him about my looks I can't even say the word that I feel right Ritter Peyton that's what you're painted I didn't even get a chance to ask him like there are other questions like you know how do you define a woman your mother weren't you about what's

sexy we didn't even get there anyway it we didn't need to yeah there's a lot of wonderful content from Jeb and Gina Would you like me to tell everybody about Jeb so you can just recover Jeb blood why don't you tell everybody about Jeb because I'm so Twitter she's gonna sit there and fan herself Jeb is the author of ten count'em ten actually about to be twelve ten books including fanatical prospecting objections sales EQ and people by you he is among the world's most respected speakers trainers and thought on sales leadership and customer Experience as

a sales acceleration specialist he helped sales organizations reach peak performance fast by optimizing talent leveraging training to cultivate a high performance culture developing leadership and coaching skills and applying a more effective organizational design Jeb spends more than he spends oh I was trying to give you a chance you know no no no no continue please continue my job continue Fanning yourself there love Jeb Spends more than 250 days on the road each year delivering keynote speeches and training programs to high profile teams and leaders across the globe through his global training organization called sales gravy

Jeb advises a who's knew of the world's most well-known organizations and their executives on the impact of emotional intelligence and interpersonal skills on customer facing activities he delivers training to thousands of participants in both public And private forums which is one reason why we are just thrilled that we got has got his time today as a business leader Jeb has more than 25 years of experience with Fortune 500 companies small and mid-sized business and startups his flagship website sales gravy dot-com is the most visited sales specific website on the planet the planet holy lovely now

I feel very humbled that he gave us some time and and he genuinely seemed interested in talking to us he wasn't Just like giving us lip service oh he likes to like click because he could easily have clicked like leave meeting with Gina like jumped on it he said I'm in love with you in a sale sense no he's fabulous and super gracious and like most people that we put on a pedestal of like this guy's like the it guy in sales he's real down-to-earth and just you know it just simple easy to talk to

and great guy and a smart guy I have been reading his books and following him for Years I've used a lot of his content I said that to get him her once like it's like ah Jerry paying royalties on it I'm like I gave you credit in the presentation you wanted you want to take from the from the best experts and carry their message on and I'm a huge fan of sales EQ because I don't know what I love doing more training and emotional intelligence or sales training and I love those two worlds and that

book Sales EQ really meshes it up together of how important it is emotionally because selling is emotional and buying as emotional and he really hits on that today about how important it is to be able to manage your own emotions so that you can help lead people through their buying process and it starts first with you and we all know a lot of a sales people are very emotional I don't know what you're talking about Before we jump into our interview with Jeb we have a few things to share with you we've got Warner world

which is our private Facebook group that you can join at Warner - worldcom that's more nerd - worldcom you can check it out it just means that you get a little more private time with Gina and I that sort of that private I'm trying to think if there's anything else going on that's exciting that well you know what's really exciting exciting for me is that I have made that shift into the mortgage Industry and and I was listening to all the things that Jeb was saying about you know the micro commitments and and again like

we hear all the time creating these relationships and I'm I'm brand-new in the mortgage industry I'm old-school like long time in the real estate industry so I know out of the gate the ledge that I'm gonna hit that he discusses in this this episode is that they already have if I'm calling a realtor that they already have a lender That they're working with so I just assumed that they're gonna say that and I put it right out there I'm like I'm sure you already have a lender that you work with already because you've been at

this so long you're so successful and then it just is it's a different approach rather than hey I am the mortgage officer again you use me like it's so it was really interesting all the things that he says can be applied to every Single sales call that's great yeah it doesn't matter of the industry and he talks about that in his book objections to and he touches a little bit on this episode about we're all you know we all have the same brain we just I'll choose a different way to communicate so that's a really

important thing to keep in mind and every industry is different but really a lot of this comes down to the same basic steps that you should be taking when dealing with Other humans so let's get on with this episode with Jeb who was so gracious to join us while he's on vacation to record this episode of women your mother warned you about hey dub hey y'all doing we're good I'm gonna just like right off the bat say to you that I hope this doesn't bother you but hopefully you've been warned because we are the women

your mother warned you about I have a major business crush on you and I just need to get it out of my System Tina you're supposed to take them to dinner before you attack him I know I know but I am so super excited that you are on this podcast with us and we know how busy you are so we're extremely grateful that you have time to come on with us women that your mother warned you about while you're on vacation so thank you I'm very happy to be here thank you very much and I'm

flattered that you have a business crush on me and I'll try to keep it in check how hopeful Okay and just between the three of us do not tell Anthony Annarino that or Jeffrey Gitomer because I think I've told them the same things ah your knees I know I'm younger and way better looking than gonna Marissa and and and neither did amor North nor in torino have hair better say no more hair you're killing it on my hair department yeah you're definitely crushing it Anthony ah he says he says you know the first time I

ever saw you I didn't like You cuz I didn't like your hair hater well he's really proud of writing the foreword to to sales EQ because we broke we brought it up when he was on our show because it's that's one of my of your books that's one of my favorites of all time books like that's a book that I constantly go back to cuz we do a lot with train sales but we do a lot with EQ training and that's one of my favorite favorite books and we talked about it and he's like the

forwards amazing in That book that's true that's true I'll give him that he did write a very nice forward to that and he's a good friend for that and I forgot that he had written it I'm like oh did you write that [Music] so we hear the boats that's so cool I love it so Jeb's on vacation Rachel and I are here with job having him on our show super excited you have been warned about us you know a little bit about us Right job but a little bit I've been what you have been warned

okay good so you know us us at the top like something that comes to my mind is and I asked Anthony this the same question is you know just getting you on this podcast to us feels like a major sales win right because you are well-known you are busy you're an expert in what you do your celebrity and your own kind in your industry and to get you on our show feels like a major win and I'm curious Because it is sales to to get guests on our show what was the tipping point that we

were able to like have you here today you probably were able to connect with somebody on my team that could get you on my calendar because it's it's not major win because it was a great sales thing it's a major win because I'm on the road last year I did 317 nights on the road this year I'm tracking 300 the year before that I did 307 so the hardest part is just getting me nailed Down on a calendar and generally like the last big role of podcast I did was in December when I was off

the road for two weeks I did I was doing five podcast a day and then this two weeks I'm off the road and I wasn't planning on being up here at sunup in my studio but I've got a book that needs to be done and I need to take some time also I'm doing this up here so for me and I think this is true for a lot of executives I'm the CEO of a midsize training company when You have 20 trainers on the street and you're on the street and you're selling and you've got

all those things going on you're trying to run a business it's really really hard to get an executive time nailed down so the key is is the relationship that you built with somebody on my team who got this whole thing figured out and I'm assuming it's Lisa because she figures those things out and this morning at 7 o'clock she starts tweeting me art we are chatting With me and every you know every 30 minutes she's reminding me that I had to be on the podcast so she makes sure that I show up and getting done

but I think I think that it's the it's it's not I do I do I not want to do podcast or not want to talk to people it's just the ability to maneuver inside of my calendar I did one yesterday and the guy goes because case I can't believe I finally got this done I'm like why he goes he's because I've been on Your calendar for six months because because I fell far out they were booking me in order to pull this in now if someone were to call me today for example and say I

want to be on the podcast and I have space on my calendar and then there's you know there's always an option of dropping that in but I'm doing like today I'm doing I think for podcasts a day where we've got them lined up to you know to have conversations with people but so much of It is the ability to be flexible and work with it with the calendar on and it because I think most people who are you know doing what you guys do have a pretty compelling message you have a really good reason for

being there there's a real there's a lot of reasons for me to spend time with you the you know the business crush notwithstanding but the but the key is you've got to figure out how to get into my system past all the gatekeepers so that so that You can you can schedule because if it you know when people kind of made the initial thing I say is yes you got to go talk to these people and then and then I move on so I can keep running the business well I think that's important because that

that is what you did you said yes and you passed it on and so at the end of the day you're the final decision-maker but there's something that has to compel you to I'm sure you get other pitches for things you're like Oh hell no I don't want to do that oh I get a lot of pitches for stuff and and typically their pitches for people trying to sell me things and you know for me it's like I don't think you read the book right so you just I got one this morning it was a

generic email that a sales development reps sent me that had my name you know computer generated all inside the email and I just believed it it and I you know I looked at it as like the message itself was compelling It was actually even interesting but screw you that's not how you're going to get me pick up the phone and work at it like call me up and and I get my phone out my phone number is on the internet you can find it it's there my phone never rings people don't call so people are

happy to hide behind an email and send me an email but I can guarantee it podcasts are different like people coming in who are you know you're it I'm grateful to be on your show More than you're grateful for media on your show I mean it's for me to be here is an honor and and you know and I it's because it's a good thing so that's a different type of communication but when you're trying to sell me something like you know you're in and you're going to email it in or text it in or

chat it in or direct message it in give me a break I promise you you're not going to get my attention and that's true for most executives I work with CEOs all over the World so my you know my firm were in some the biggest companies but we're a midsize companies you talk to every c-level executive and they will all say the same thing you are not going to get a meeting with me via email pick up the phone and call me but that means that if you're trying to executive you better better by god

be prepared to work your butt off because you've got to prove that you're worthy and a great example of that is my son who is doing an intern This summer with a company called PACOM big HR digital transformation company love the Khalid they're you know they've given this great opportunity he's crushing it setting tons of appointments you know getting in doors getting in c-level he's 21 years old he called the CEO three weeks ago and the CEO said I'm not interested I will never be interested I'm never going to buy from you and oh by

the way I'm busy for the next year so don't effing call me back Again he said it hurt he said but then I was listening to you or some Mike Weinberg or somebody and he goes you know he said this guy should backup analyst again I decided calling back but this time I changed my message he said so I called him back change my message he told me to go pound sand he said but then game on he said so another week went by I called him back again got him back on the telephone and

the guy goes didn't you Call me three times and he goes yeah I did he said but you've got to listen to me I've got this this this and this and all in these 20 minutes and the guy goes all right come on in I'll give you the time this is you know this is a company that's got almost 500 employees which is a pretty big deal right and you know and he calls me up and goes you're not going to believe what happened and he goes he goes exactly what you said he says you

know one day they tell you that they Hate you and then the next day they set an appointment with you and I said yeah you know you got a you've got a you've got to earn that right and okay so go places like New York City I've got a client up there we go cold calling on the streets of New York City a cold call businesses walking to the front door knocking on the door you spend a day you're going to get told no 60 different languages I mean you're going to get thrown out you're

going to Get cussed out you're going to get everything but the thing about that that business is if you show up five times and you take abuse five times in a row the six times they'll say all right tell me what you got or come back next week and I'll talk to you because they want you to earn it they want to see that you've got the chops and they're so I think that so many salespeople they give up the first time or they don't recognize the power of that or they're So afraid that they're

going to get an objection or get rejection and when you're prospecting objections have a tendency to move into rejection they call once they get told no they never call back again are they like that schmuck this morning who send me that stupid email who has a decent product that I probably would be interested in learning about but instead of picking up the phone and calling me you know making an attempt either you call me and leave Me a voice message and then see me an email you sent me in a generic email out of your

crm that you plug my name in and you push the button and you don't care about me you don't care about what I do you don't care about anything you're just a [ __ ] and by the way somebody in your organization taught you to do that and there are more on - don't get Gina started on that line don't even start Dina on it you see that's a huge those kind of generic messages she hates well I'm writing the book called overcoming trolls well and I and the I think my let me just say

this week on a regional sales call that I was on with my company there actually I just joined this company mortgage company u.s. mortgage and we had a regional sales call they've been reading through fanatical prospecting which I've read of course before so we were on a certain chapter and we were going through the whole thing chapter 8 on time and at the end Of it I texted my regional manager I said hey by the way we're interviewing Jeb this week it's so cool and he's like how did you do what he's like how did

you get that set up and I said persistence just persistence because I know that you know Gina has been with reaching out reaching out reaching out and that's just the way you get it done and agree like in real estate people will be like I'm not writing about it I'm never Buying leave me alone it's like put them on the list column in six weeks call em again well it's interesting because I've I've um I've reached out to cuz I'm on your mailing list so I I get the emails I read them and then I

got the one about it about objections which I am in the middle of and I like love it I had to go back and like real isint before I can move on because there were like some great Things in there and I want to talk about that book but I had also called Anthony I said hey can you do anything to get us in with Jeb and he's like you know I'll try but he's busy that's like could you just put in a word for Hades so I got the email on objections and I I

responded to that and I'm like hey I want to come on the show and talk about your book and that's when I got the response whether it was you or Lisa I was like you know I think a big Part of it is understanding what's in it for that other person right so so this sounds like this sounds really crazy but Mike I've Anthony I'll tell you I've got the biggest list in sales I'm we've got 1.2 million people on our list so but I respond people write me back if I send out a newsletter

you get my newsletter you write me back the response is always me a hundred percent me I run all my social media if you get me on social media it's always me and that takes I Mean that is why I'm busy it takes a lot of work but yeah you know when you write me back and say stuff like that you did offer me some value the value is you want to talk about your book okay I'm an author no I don't like to talk about my book it means then you're a [ __ ]

author so so I think that I think that it is persistent and it's not giving up and in in objections I tell a story about I there was a company called Fujifilm that I was pursuing this is this is back in The days when I was you know humping it on the street carrying a briefcase and it was a big big big big deal and I had a buying window that was open and I had to get in at the buying one to close they would sign a contract my competitor and it would lock me

out for another five years so the buyer just wouldn't respond I couldn't get any response I've been trying for six months and we hit the 90-day window where something had to happen or I was going to lose it so I Called him every day for 52 days in a row every day I called him every day Letson voicemail message every morning was exactly the same voicemail message it was like Groundhog Day I love the same voicemail message with the same tone as if I'd never left it before and I used this strategy all the time

with accounts and I don't use it with everybody I certainly wouldn't wouldn't call someone 52 days in a row that doesn't know me and there's no Particular reason for them to to deal with me that's a qualifying call but in a situation where I know if I'm window and I know someone's going to make a decision I'm going to call and call a call so 52 days in a row I called on day 52 dude calls me back and says are you ever gonna quit calling me and I said not until you meet with me

and he says all right come on in so I I walk to the door and I met 52 days as Extreme usually it only takes me About 10 days to get someone to call me back but I do I do this all the time still do it so I go in when I get there the sales manager for Fuji is there and it's trying to hire me because because the guide told him that I call him pity to use against their own the sales measures I want people like you on my team and you know

and I see that with other salespeople who are super persistent when they show up and they're talking to c-level people they're trying To hire them because the because the people in the companies as much as they say they push sales people off because they don't want to talk to you at a time they have deep respect for people who are persistent and but you have to be professional and you have to be polite and you have to be kind and you have to be assumed and you have to do all those things but people love

people who are persistent they may not like you in the moment like because you're keep calling Them but they respect you and they will give you time and you have to earn that time in this world and you should never ever forget about prospecting prospecting is asking for time sales was asking for commitments and the hardest ask and sell is for time because nobody has any time amen that's a great quote and so true yeah I was stuck on the quota yeah because you can't get to the sale and I think that's one thing like

going back to the Email that you receive Jeb that when people are sending those those icky pitchy emails trying to sell you something they're forgetting about the prospecting end of things which equals developing a relationship and and sometimes that takes time you know you gotta keep keep plugging away at trying to get the time and then you can see if they're interested in what yet so people just jump right especially in social media they just utilize it and think It's gonna work it's terrible don't start don't start don't start I know a lot of it

is about you know it's about the the process of building familiarity that's why I phone call warps first and a voicemail if I see your name on a voicemail so you show up some of its about getting the right message so in fanatical prospecting for instance we teach some framework a four-step framework for for sending effective prospecting messages it absolutely works And and that begins with the first sentence in the email relating to the person that you're dealing with so if you're calling you're trying to prospect in to say for example a CFO you know

by saying something like you know it's CFO's have a really challenging job these days balancing managing the expenses and growing businesses I mean all you have to do is step into their shoes and every once in a while I'll get an email like that I'll get an email From someone that'll say it'll say something about my business that that they they're able to relate to what I go through as a CEO a fast-growing organization as Anthony said I'm really really really busy because I'm in the business and I'm and I'm building the business and and

sometimes I'll respond but it would be one out of a thousand emails it gives me because but that's the person who took the time to do that but you got to imagine if you want to Sit down and write one personalized email for one CEO you're gonna have to spend about an hour on it to get it right to get the messaging right versus this guy who simply had an email template and had my name off some list someplace I don't know where he got it but he got his own info wherever and just plug

my name in and and even worse didn't just get my first name last name it said hi Jeb Blount that's when you know somebody's like really messed up There and they didn't even think they didn't even try so you're not going to get anything from that and you know sometimes people will call me and I buy things from salespeople all the time people call me they sell stuff you gave me on telephone I'm a sucker you're probably going to buy probably gonna buy from you so but if you can get me on the phone and

you know some of the some of the biggest products are software products that we run that we Serve our clients with one of the biggest ones came from an SDR who sent me an email she'd left me a message but I didn't really recognize it but later on I found her again but she sent me an email and the first the subject line was like I love fanatical prospecting it's changed my life and the second email was I you know I know you're trying to grow your business and you really you know passionate about what

you do and we have a way for you to connect better with Your with your clients and deliver better training to them and I she took a couple of screenshots from our current LMS and shows me like this is a person used their research who really cared about this and I immediately I saw the email and it's like maybe three emails I've ever bought from so the email called her up and I surprised her she didn't she wasn't prepared for it like she I called her but I was like okay show me what you got

and she was like a Bub but oh but she won and I told her why she wanted said you've got me because what you did like what you did something that was specific to me you stepped into my shoes you related to my situation and you showed me that you had my best interests at heart and that's why I responded to you but she mighta had that twenty times I had been in the room and I was in Asia you might have had to hit me four or five times if I wouldn't have done that

I would have Called you right back but fortunately I was in Philadelphia I think when she sent me the emails and in a hotel room oh and I'll remember it because it was such an impactful prospecting touch that I responded and she's pricing something that's that's a more relationship based selling approach that it's a longer sales cycle it's a higher product a higher price point she can't make that happen overnight she has to have those touch points with you to win you over it Um ironically this morning I got one of those emails and it

started out as dear Kathy [Laughter] Kathy dear Kathy and the email came to my name Gena pivot end result dear Kathy thank you for opening up to me I'm like who is this you know we we we met at either she broke it we met it either an event through social media or something out it's like these three things and I really want to help you prosper she's a Virtual CFO I help businesses blah blah it just went on and on and on and then I was like a PS my my secret sauce is and

I was like is she for real I'm like oh you know what bless her heart and I responded that way and I'm like getting ready this morning for our interview with you and I'm like no no no she's about to get coached and I I responded back and I broke down her email for I said hope you don't mind I want to give you a little coaching on This step one my name is nut cheese Kathy step two don't know where you got my email address I don't know you didn't meet you at any of

these things step 3 like I literally broke it down and she replied back I will make sure to never approach you for business hey I bet she got a response is like a big one right there like oh my god she's gonna get coached again I'm like okay first of all you've already approached me second of All maybe be a little grateful for the coaching I'm giving you I'm like because you're selling a product that honestly you have the opportunity to kill it because it's so hard for entrepreneurs to find really good a kind of

accounting financial bookkeeper type people and you could be killing it right now but but what I'm getting a sense of is you're so unorganized that whoever is running your automation did a sloppy job and that's on you And so I would never trust you with my finances and her response was and it's not right to give people coaching without asking their permission and I said nor is it right to put me on your email list without permission she's like do not ever contact simmer down happy oh my gracious oh she's so flawed and she could

kill it if she would get out of her fix myself wonder what her reason for being so argumentative is I remember I had one Like that at one point to where I was I remember having a sort of argumentative exchange with somebody who is selling me something off the bat and I tried to even say hey I think really it's actually a win that I responded with some you know when I was thinking was constructive criticism and feedback but now you're an argument with me so then I definitely don't want to do business like instead

of going okay at least I got a response like that's a win yeah It's a I gave up when I get these stupid things as I get them on the worst ones are on LinkedIn where I get somebody who just invades my direct mailbox with some BS and I I want so badly to go you're an idiot let me explain why you're an idiot but I just I've just gone too I just clicked the leak because I found the same thing you find it doesn't it's not doing them any good doing me any good and

and the real problem is not the person it's Their leader now this person who's an entrepreneur the real problem that she has is that this is a person who is probably a CFO someplace decided she was going to start our own business being a CFO but she and the read fanatical prospecting so she's going to fail I mean cuz that that whole exchange would have been that because if you think about it if you've done the right you would have said yes thank you so much for your and I'm so sorry I called you Kathy

Gina hey would that be okay if I go the telephone with you and you could give me a little bit more coaching exactly bingo she woulda had such an opportunity to get to know me create a relationship with me and maybe get some business yeah because how many other people like you Jim and me are just clicking delete likely and you know if the door is open to crack then you know put your put in it and get in there but this was this goes back to what the Phone is such a powerful tool because

if the phone is the easiest fastest way to get a real human being on the phone in a conversation engage them bring them then learn something about them maybe you have to call qualified call back again and the a there's an entire you know industry out there that is doing everything they possibly can to put a wall between humans having stations in the sales process and and and I understand why this their own Self-interest to do that the phone however is king and still is and all of the great companies out there that are crushing

it crushing their numbers killing everything growing fast all of them are phone centric organizations despite all the noise that we hear in the world the real companies the real leaders know that you got to have sales people having conversations and then then what's really interesting these days is to see how many companies Who went you know all the way inside sales are coming back and starting to put field level sales people out they go stand in front of customers and have face-to-face conversations because they're realizing that human connection is the true differentiator in a world

where you know the barrier to entry it has come down from from most products and companies and the competition is fierce and the the battle for the attention of buyers not because there Are more salespeople but because there's just more crap going on in the world more things coming at them as intense and if I can sit in front of you and see you it were just we're it's so much easier to do to do business and so much easier for us to to connect you know I was on a sales call yesterday and it

was my second time with this with this company getting in front of them because they're local so if I can actually get in front of someone physically it's like Even that much better for me to create the relationship and even on that second call and it's a it's a longer selling cycle for this type of training is what I do and some marketing consulting and they said gosh we're really sorry we we want the other partners in on this meeting they're not here today and oh we're like we feel like we're wasting your time I've

said nope just I'll come back next week like great another opportunity another Touch point another chance to get in front of the next set of people all together at the table oh yeah I'll keep going back yeah absolutely that's the Katy Perry paradigm so um so I'm I was coming back from the trip I'm in Atlanta hop in my car heading down i-20 I mean the place on 20 where there's five lanes on the highway I'm in the far left lane going as fast as I can and I don't care have been on The road

you've had this like sneaking like stealing that someone's looking at you and I get this feeling so he's look at that me and I look over and there's this guy in this Jaguar and I look at him and he looks at me when he looks at me he just does one of these he's like just like that and disappear yeah I was like oh he was like what a idiot like he was just like oh my god I became conscious of what I was doing I had like a few minutes before that I'd had my

Knees on the will and I had my hands in the air and I was and I was singing I am the eye of the tiger just like that so I was like screaming as loud as I can and and as soon as it happened I'm like I hate this song okay this song and I don't like Katy Perry I'm a Taylor Swift fan I'm sweaty so so I'm like I don't like I don't like Katy Perry and I remember it had this conversation with my wife about um and I won't tell her that you have

a crush on me so we're Gonna keep that about Katy Perry and you know you're getting old because I'm like who's writing these lyrics these days they're too stupid they don't mean anything and I can't stand Katy Perry and there I am driving down our 20 right singing the song with people looking at me like I've lost my mind but I'm like doing one of these things and and and and and that's the Katy Perry paradigm it's the law familiarity right so familiarity breeds liking so for me like That strategy that you're using that's a

series of micro commitments I'm always looking for every possible way I can meet with you as many times as I can so I take a self you know cycle I break it into as many pieces because the more times I get in front of you the more likely you're going to do business with me because I'm more familiar by the way that starts at prospecting it's the same thing but the reason that we we like learn to like songs that we initially Hate or don't like or don't connect with us it's because we hear them

so many times soon there's something in our brain that clicks and says this sounds familiar familiar with and when you move into someone's familiarity bubble the probability the wind probability for you and that deal goes up exponentially and what a lot of people they don't get that so they show up throw up and and then they move to the next step they're Moving on and or you know in fast cells there's a race to the demo let's just get to the demo as fast as we possibly can so you did this dimbo and then your

deal goes dark it's stalled like the number one problem in tech right now is that there's no decision and there wasn't no decision there was a man I don't even know who you are I don't like you I don't like what you're telling me you're not doing anything they didn't make not make not make a decision they Decided that you were a schmuck they don't like you so you just didn't realize that you're not willing to look in the mirror and say that so what you have to do is start setting yourself up so you

create all these touch points so that pretty soon it's like wow you know Jena and she just feels like family we got to do business with you that's how it feels and that's the emotional side of cells that everybody's trying to quantify but you can't it's just the way Human beings work and human beings by the way are incredibly predictable the way our brains work so once you understand that you're able to pull those those influence levers like familiarity and engineer the process from prospecting all the way through your cell cycle well let's segue into

that because that is a big thing that you talk about in objections is the emotionality of the of the selling and the buying of course I Love sales EQ and and and all of that but I want to get into this brain stuff because you talk a lot about that and by the way yesterday during that presentation you were in the room with me because micro commitment was in the back of my head because I had just listened to it in the car on my way to that meeting and I'm like another meeting yes that

was the next step Jeb said what's the next step so thank you for them so let's let's talk About the emotions and the brain and then I also want to talk about I'm sorry Rachel right like I saw him first and I'll share him eventually I'm not gonna fight you for him I'm just gonna stay out of the way and observe at all let's talk about the emotions and the brain and I really want to also dive into but before we have to let you go is patterns and disrupting patterns because I think that's a

really strong one that a lot of people don't talk about so can You elaborate a little more on the emotions in the brain well I think that the will we have to recognize what I said earlier was that human beings are incredibly incredibly predictable and what I mean by that is our brains essentially all work exactly the same now culturally how we deal with the inste culturally that changes but the way that we operate as human beings has not change and that hasn't changed for 40,000 years so we have a couple of Things going on

we have the way that our brains work and we have the way that we communicate and we won't get into that but there it's I use an acronym called ace but it's it's the the different personality types as you deal with so if you're dealing with C CFO's versus CEOs their communication style changes but the way their brain works is exactly the same by the way but your brain works is exactly the same so when we start thinking about dealing with objections The way that most trainers and most leaders treat the self professionals reluctance to

face rejection face objections is as if it's a psychological disorder so we tell people you just got to get over it you don't take it personal let it roll off your back but to the average human being it doesn't roll off your back and really the only people whose back it you know rejection is rolling off of our psychopaths and it's really really hard to be good to Cells if you're a psychopath so there are people like me who are more outcome driven so it's easier for me to quickly get past you know the feeling

of rejection but I was explaining to a group of salespeople on Tuesday in Atlanta where I was doing a training that you know I've been doing this for 30 years and I've made thousands and thousands and thousands of prospecting calls and I still feel the same vulnerability I still feel the same Twinge of I don't want to be rejected every time what I've learned to do is understand where that comes from and rise above that so from an objection rejection standpoint what you have to realize is that your sensitivity to rejection is baked into your

DNA the human being because as we have you know gone through the process of moving out of caves into communities into a modern world our sensitivity to rejection has served Us really well it's been it's allowed us to pass on our genes when we lived in small groups and if we got rejected getting kicked out of the group meant that we would probably get eaten by a saber-toothed tiger and die and in today's where we have to work in groups of people it tells us where the lines are drawn how do you know where if

we push too hard so it's got good things you know for for you as a human being on the flip side and Tails you got a Problem because it says your job is to go out and find some rejection and bring it home and and you know in that process your sensitivity rejection can be a really really bad thing it's a disruptive emotion that keeps you from being persistent that keeps you from picking up the call and doing it again that person who shot back at you and defended herself when you were given our coaching

that person was sensitive to rejection and allowed it to become a Defensive mechanism that destroyed a relationship we do things like that so you have to understand that when you hit the wall of rejection or objection in sales you don't have the choice to retreat you can't go backwards so you have to either get over it you have to go around iterate to dig under it and the way that you do that is first to become aware of the fact that the way you feel is real it's okay there's nothing wrong with it it's human

to feel Uncomfortable being vulnerable and putting yourself out there asking for the next step asking for the appointment asking for the deal like all of those things are hard so we but if we just stop there and say okay well if that's hard what what do I have to do well first recognize that this is how it is it's not going to change there's nothing in the world that I'm going to say it's going to go hey you know you shouldn't be feeling rejected nobody goes oh yeah You're right I don't feel that way anymore

they still feel that way so what you have to do is learn how to rise above the emotion so in cells you can choose your actions what you choose to do so asking for something you can choose your response how do you deal with the fact that someone tells you no and you can choose your mindset and beliefs my mindset believes is that this is natural it's natural to feel this way but when I respond I have a choice I can Respond emotionally or I can rise above the emotion and I can choose my response

that's easy to say hard to do so you mentioned disrupting patterns but that begins with getting control of your emotions so we teach a really simple technique all allege and think about allege it's like you're holding on to something you're giving yourself just a moment neuroscientists call the ledge the magic quarter second and that's the match of water second that you need to Rise above your emotions typically triggered by the flight or flight response because when you get rejected it feels like a threat and till you respond the way you would you would to a

threat but it gives you just a moment to to rise above the emotion and get your neocortex a smart part of your brain in the executive control the emotions still there the emotion happens without your consent you don't choose the emotion you choose your response So a Ledge might be for example I was coaching my son who's calling CFOs the CFO says he's not I'm not interested and so his alleges that's what every CFO says the first time I call that's his ledge he says that every single time that's what every CFO says the first

time I call and and because he says that then he can gather up his thought and he can listen to the tone he can listen to like what he knows about the company and then he can choose what he's going to Say next and this is disrupt so Lda let's disrupt ask so one of the things that I asked him when we were working through like when when they say they're not interested what would you do I said well what is what a CFOs want and he's calling in selling you know digital transformation of you

know of managing employees in HR and he says well they want to reduce cost that's okay well they want to just cost why wait why would reducing cost matter to a CFO he Says well maybe they want to invest that money in something else to grow the business I said that sounds pretty good so what if what if you said something like that you know that's exactly what I figured you say because most CFOs tell me they're not interested the first time we talk and the reason that those CFOs change their mind later on is

because they learn how rapidly we can reduce the cost of running their business so that they can take that money invest and grow Some growth growth initiatives and all I want is 20 minutes your time to see if what we do would be a fit for your business so he changed that approach from arguing right to that the way he says it's better TV he owned it and he went from setting four appointments a week to setting 18 appointments a week like so what's the difference people were telling him no he just shifted the message

and he got control of his emotions before that they would Go I'm not interested and he's like fighting because that's the natural response right fight or run you're going to run away hang the phone up and move on or you're going to fight with somebody and instead he disrupted the pattern what they thought he was going to say get into a fight he said something they connected to them and then he asked again ledge disrupt ask but the point here is that in that moment like especially when you're Prospecting is happening at a million miles

an hour if you don't have a methodology or a system or a process of getting control over your emotions I can tell you that you should do that I can tell you that there's there's a better way of handling this but if you don't have that mechanism in place you won't be able to get control of your emotions because you're human and that's what happens to human beings because human beings are incredibly predictable which Goes back to emotional intelligence and and how important it is in sales because if you don't understand that how do you

go forward from there absolutely well if you don't if you can't manage your own emotions how are you going to be to be able to influence the emotions and behaviors of other people so you know self specific emotional intelligence it's a it's a different it's different than emotional intelligence that you need to be a boss Or a parent or a teacher because we are working in this sort of artificial commercial bubble that is really highly emotionally charged for both the seller and the buyer but for the salesperson it's all about emotional control because we know

a couple of things and this you know just from a cell's EQ standpoint we know one thing and that is that in every sales conversation the human being that asserts the greatest amount of emotional Control has the highest probability of getting the outcome that they desire we know that to be true so in every conversation emotional control matters we also know that the qualified buyers emotional experience of going through the process with you is a more consistent predictor of outcome of any other variable and the sales and buying process but if you don't have emotional

control how are you going to deliver a great emotional experience so it all Begins with you control your motion so that you can influence the emotions of other people and and the reason that I did that I believe in frameworks like LD a ledger of tasks it's not so much that you know I think no everything needs to be a system it's just that I know how hard it is to control emotions and I know especially with salespeople because we typically didn't be pretty emotionally driven people a lot of us are just pure nut Jobs

I mean I got myself in the middle of that right if we don't system that give us the ability in those tense emotional conflict filled moments to manage our emotions we get into problems so for example even your example Gina I'm in a meeting and they say oh we want everybody else there one salesperson might go crap I got to come back or that salesperson with a bit less okay why don't I give you and I'll leave you a bunch of my brochures you show it to Them or the other salesperson says I'm gonna pitch

everything so they just start pitch slapping the buyer right there on the spot right they start doing that you said micro commitment oh that makes great sense to me why don't we do this how about same time same bat-channel you get everybody together they say yes now the next micro commitment might have been would it be okay in between if I could hop on the phone with these Different stakeholders and have a quick interview so that when I come back in purse I'm really prepared to answer their questions sure another micro commitment so those micro

commitments in that moment right that gives you the emotional control to advance the self forward and by the way your engineering the emotional experience because they get to see you more often and all of a sudden they think you're Katy Perry let's take it back to you just want to Emphasize bitch-slapping that's a great phrase I love it love it and we and with that group I could have done thee let's get let me get on the phone with them but you know we're in the south I'm dealing with some southern men and I have

a much better advantage of like getting in front of them versus getting on the phone with them so it's also it's also assessing what's going to be the better next commitment bingo but because you Have a motion control in that moment your brain is able to say okay there are three paths I could go down what's the path that's going to give me the highest probability of winning to seal and because you're aware of what micro commitments are and why they're so important to sell people for a lot of reasons for example one of the

benefits of getting micro commitments is something called the investment effect and we know this because we're humans When humans invest in anything time effort money right and emotion they become more they see the thing they're investing in as more valuable and when you see something as more valued valuable the probability that you see it all the way through to an outcome increases so each time you get a micro commitment and they have to invest suddenly they become more committed to seeing it to an outcome this outcome might not be yes we want to do business

With you but it's not going to be a stall deal because they're investing in it so it's a powerful thing about the way every time they meet with you they have to change their value system just a little bit because they've made a decision to meet with you and because people are compelled to be consistent with their value systems each time you meet with them in a micro commitment your engineering and moving Win Probability in your favor because their Brains begin to shift and change because you're driving that process so I love the psychology of

selling because then all of these things this is just science it just works but it's emotional control that gives you the ability in those tense moments to pull the right levers to get what you want and to the opposite of that you talk about status quo and when sales people show up doing the same thing and there's a similar pattern people are not likely to buy but more More so what I found interesting is the people who you know the buyers who are not gonna switch to a new vendor even though the vendor has severely

hurt them in some way and didn't deliver and then the buyer stays you can talk about that a little it's sort of along the same lines but to the other extreme yes so this is you know again we talked about human beings being predictable and these are some of the reasons why people give you objections One of them's a negativity bias and if all you do is go hang out around a group of human beings and listen to him talk they always talk about what's wrong that was right that's that's the human way of looking

at dance but the but the biggest thing is understanding is that human beings are naturally risk-averse and we're naturally risk-averse because it was it was important to avoid risk in order to pass on your DNA right so we're all here because some body and our Background like some of our SS ancestors didn't do this hey Bubba hold my beer watch this like they weren't doing those things because that's how you get taken out of the gene pool right so the people because they're naturally risk-averse they they they they they they become wedded to the status

quo which is simple heuristic is a simple mental shortcut right the devil you know is better than the devil that you don't know right don't fix what's not broken it's why People stay in dysfunctional situations I mean you have friends you've got family members you've got people that you know who are in totally dysfunctional from you know family situations are totally dysfunctional boss employees of situations and you say why are you still there get out get out of the relationship move on and then you go back so it's much later and they're still complaining about

the same exact thing why because the status quo feels Better than taking a risk and that risk could be something different but that different could be worse just how salespeople our people work add to that the safety bias and the safety biases is that anything that involves risk I need to slow down on because slowing down and thinking about that risk could potentially save my life it's just the way people operate so when salespeople are asking people to make change which is what we're mostly Doing when we're selling change from the thing that you're doing

now to something else we have to recognize that the safety and status quo biases are always in play and that it's our job to pay attention to that and to and to make sure the long the way that we're in a lot of cases bringing it to the surface so we can talk about it and one of the things that I believe in doing through these micro commitments is getting the objections to potential objections on The surface early so before their objections so we can deal with them but more than anything you've got to recognize

that you have to build a business case for your Iyer that that connects to where they want to go focusing on business outcomes metrics that matter and a future state that they can buy into and see and you have to take them to that place and they do recognize when they say you know I really need to think about that that in That moment what's happening inside of them is the safety science of status quo buys these things are taking over and you as a salesperson really what you have to do is you have to

come back and you have to remind them of what the future is going to look like you have to come back and and and and and essentially minimize their fears not argue with them just minimize their fears while you're maximizing your showing them where the outcomes are Going to be and and that's that happens in Discovery that happens when you're asking questions that happens through this series of micro commitments if you're just pitch sizing if you're just showing up and throwing up that will never happen because all you're going to end up doing is talking

about price so you have to think about the discovery process and building that case so that when people get to that point you're almost like a friend putting your arm Around their shoulder and saying look it's going to be okay Gina we're going to do this together I got your back but this is going to help you achieve the things that you really want to achieve in your business and and and if you just understand that piece getting passed by and commitment objections when people tell you like I need to think about it I you

know this may be it costs too much what have you you you're able to do that so much more effectively by Understanding why they're in that situation yeah that's Rachel gee when it do you want to ask him anything I know you know I just wanna that's definitely amazing because I think a lot of this sales training that I've encountered some really great sales training but a lot of the ways that I have been coached to handle objections is to immediately have something that counteracts that yeah the instead of going okay I understand your Objection

and and develop continuing to develop the relationship and getting them the time just looking at it as an opportunity to come back and have another touch point yeah and sometimes you know sometimes that's a fallback you know a lot of times for example with a micro commitment objection all of this is explaining value like what's the value of letting me spend some time with your with your group but with the by Commitment issues just relating to the human being so if someone says look at you know I just really need to think about this I

go that makes sense to me when I'm making big decisions I like to think it over too because I want to be careful that I'm not making a mistake I'm just telling them what they're telling me I just I'll just say I'm just curious though when you when you need to think it over what's worrying you the most about my proposal and then I shut Up and they tell me they say well just worry about getting locked into a long-term contract that I can't get out of and I go I get that and then I

isolate I'll just say other than that issue what else is bothering you and they say nothing else I'll go okay well let's just talk about this for a minute you know one of the things that you told me that was really important to you is that you're going to have a vendor someone to work with that You knew was going to be there with you over the long taught long haul and the past vendors that you had you know sometimes it would go out of business but a lot of times they would get bought up

by a bigger company and then you would be out in the cold trying to find another vendor and the reason that we're putting this agreement in place is aid to lock in your prices over the long haul so you have peace of mind on that but being to make sure that you have the Peace of mind that we're going to be there and the good news is that there's a clause in the agreement that if anytime we're not taking care of you and we can't resolve the issue all you have to do is write us

a letter and you're out so for the sake of your business why don't we go ahead and get this done that's minimizing and then if the person says listen that makes total sense to me I need to I just really need a day I'd go great how about we get together on Thursday at 2 o'clock and in the meantime would it be okay if I went ahead and scheduled an appointment with your engineers to start the conversation so that when you tell me yes we won't have to waste any time fall back right so I'm

still getting a next micro commitment so it's all about just the wherewithal to step into their shoes understand relate to them not to argue with them because first of all you cannot argue another human being into Believing they're wrong it's not possible and second of all it's a person you're building relationship with them and I think that you'll go back to EQ like EQ being able to step into my shoes and be empathetic like that's important I wasn't sympathetic I'm empathetic I can understand how you feel my job is still to get you to do

the right thing for your business and and and so that's what I have to do gosh I would I would love if we could have you with us Forever but we know that a you're on vacation B you have other podcasts your book objections is amazing so people need to run out and get that and I was listening well I listen I don't read you were talking about that you are in the midst of writing a different book and then all of a sudden you were getting all these questions about objections that you quickly move

to writing objections and your publisher loved it and now you're writing it sorry the book You're writing right now is that the book you were writing before you started objections yes it's called ink like inking the deal so it's not closing the yourself negotiation so it's the follow-up book - objection so it's a objections fit in between that's awesome that's awesome thank you so much for so much of your time today we really appreciate it I had more questions but maybe one day you'll come back as we build our Relationship just don't tell your wife

about it it's really really easy now you know how to get me on your show because you got you've got a direct line into Lisa so all you got to do is just tell Lisa hey we're ready to get back to Kahn and she'll get you scheduled in oh that's a micro commitment yes when when are you hoping the inks gonna come out it'll be out January the 15th 2020 and then right after that my 12th book will be out called business outcome selling Strategies when is the box set gonna be available oh no we're

working on that and that would not be awesome I will get a box set I look like I will I will sign up for the pre-order for the box set because I have actually I have two copies of fanatical prospecting so don't need that one but I figured I'll just give one away perfect well good we'll have you back in 2020 because you'll have another book to talk About so we'll take that micro commitment we'll stay in touch with Lisa and best way to for our listeners to connect with you where do you want them

to go which website yeah go to self.com go to Jeff Blount calm I'm on every social via Network generally at sells gravy and podcast is sells gravy so I'm on every major podcast channel and and then we put new videos up on YouTube almost every single day so we've there's four Positive videos up there on board / sells gravy and I'm everywhere so come come connect with me say hello tell me where you found me and and and go by objections you'll you'll love this book Blanc for being on our show today and thanks to

all of our Warner's for listening to this episode of women your mother warned you about to learn more about us visit our website women your mother warned you about calm you can also connect with me directly at Jena Trim Marco calm to learn more about pivot and results Carolina improv or to book me as a speaker or trainer and for Rachel you can find me all over social media as Rachel on real estate and now you can also find me at Rachel MTG calm in my new position shifting over to working in the mortgage industry

with u.s. mortgage if you want to get pre-qualified just hop on there Rachel MTG calm or just find me on social media or you can find all our social media Links easily and a bunch of cool free downloads on our website women your mother warned you about calm also don't forget on our website you can find the link to iTunes where you can leave us a rating and review in case we didn't mention that earlier I gotta do is go to our website click on the subscribe button it takes you right to itunes to our

show and then you click on reviews to do that and Warners keep on keepin it sexy remember for the best relationships Keep it real raw and relevant and a little irreverence doesn't hurt either my warnings [Music] this really will get serious soon yeah don't it doesn't have to I don't think anybody wants it to be serious this has been a presentation of the cellar die network for more podcasts that you can take out into the street and turn into money visit cellar die network.com