Summary of Jeb Blount's Objections

By IRB Media

Please note: This is a companion version & not the original book. Book Preview:

#1 Don't be afraid to make a decision and commit to it. Be transparent about your hesitations, but once you make the decision, be transparent about your commitment.

#2 Asking is the most important discipline in sales. You must ask for what you want, directly, assumptively, assertively, and repeatedly.

#3 Ask for what you want.

#4 Asking for what you want is risky, but it's worth it.

• Language: English
• Publisher: IRB Media
• Release date: Sep 15, 2022
• ISBN: 9798350029246

IRB Media

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Insights on Jeb Blount's Objections

Contents

Insights from Chapter 1

Insights from Chapter 2

Insights from Chapter 3

Insights from Chapter 4

Insights from Chapter 5

Insights from Chapter 6

Insights from Chapter 7

Insights from Chapter 8

Insights from Chapter 9

Insights from Chapter 10

Insights from Chapter 11

Insights from Chapter 12

Insights from Chapter 13

Insights from Chapter 14

Insights from Chapter 15

Insights from Chapter 16

Insights from Chapter 1

#1

Richard was persistent, and finally caught me at the right time. I was willing to give him a chance, because I didn’t have anything else scheduled. He asked for my commitment to buy, and explained that he would take full responsibility for getting my team trained and using his software.

#2

Asking is the most important skill in sales. You must ask for what you want, directly, assumptively, assertively, and repeatedly.

#3

Nine times out of ten, you are not getting what you want because you are not asking for what you want. You are insecure and passive when making prospecting and closing contacts, as you are afraid to hear the word no.

#4

The assumptive ask requires you to be vulnerable and take an emotional risk, with no guarantees. When you ask with confidence, you make yourself instantly vulnerable, with no place to take cover.

#5

There is no secret to dealing with objections. You must ask for everything all the time, and be prepared to get no. Everything in sales depends on the ask.

Insights from Chapter 2

#1

When you are confident and ask for what you want, prospects say yes 50 to 70 percent of the time. When you sound and look afraid, when you give off an