I was reading Jeb Blount’s book last week. Fanatical Prospecting.
And, if you know anything about me, you KNOW that I abhor most business books.
But, this one grabbed me. It made me think…HEY! I had NO idea I could do this stuff. I have never even thought this way. NO WONDER this guy’s a millionaire!
That’s what I thought.
Then I got excited. I have always KNOWN I could do better, I just didn’t know where to look to find the flaws in my performance (yes, *sigh*, even The Irreverent Sales Girl has flaws in her performance – until NOW *grin*).
One of the challenges Jeb puts to you is to make just ONE MORE CALL. So, it was Friday afternoon and I was cold calling my list. Yep, successful people still cold call. And I was tired, but I challenged myself to observe Jeb’s rule. Make ONE MORE CALL.
I was listening to this OUTRAGEOUSLY AWESOME webinar replay with Jeb Blount (Sales Gravy) and Nancy Bleeke (Sales Pro Insider) today and I had to stop the action to come write this article.
Because it WILL make you BETTER and FAST!
WHAT TO DO WITH AN OBJECTION (hint: you learned it in kindergarten – when you are on fire).
STOP DROP AND ROLL
STOP: Talking. When you run into an objection. LISTEN.
DROP: Drop your assumptions and your ego. Become unattached to your own agenda. Get interested in THEIRS.
ROLL: (Keep control of the conversation).
Acknowledge their input. It can look like this: “My understanding of what you just said is this:…..” or ask for more information, “Oh. Let’s stop the conversation for a minute…that is very interesting…can you tell me more about that…” The idea is: Keep it interactive.
But, as Eddie Murphy said…Don’t go home and try to tell my jokes. They aren’t funny coming from you.