Jeb Blount and Tom Hopkins Discuss When Buyers Say No
Sales Gravy: Jeb Blount
Jeb Blount
4.7 • 612 Ratings
🗓️ 6 December 2019
⏱️ 9 minutes
🧾️ Download transcript
Summary
For many salespeople, the fear of getting a no is real and holds them back. In part four of Jeb Blount’s interview with Tom Hopkins, they discuss sales objections and what to do when buyers say no.
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| 0:00.0 | This is a sales gravy podcast. I'm Jeff Blunt, best-selling author of People Buy You, |
| 0:06.5 | and I'm here to help you knock down more doors, close bigger deals, and rock your commission |
| 0:11.4 | check. |
| 0:19.3 | On this episode, we'll talk about what happens when buyers say no in part four of my interview with the legendary Tom Hopkins. |
| 0:27.3 | Before we get started, though, I want to thank our sponsor Paycom. |
| 0:31.1 | You know, when salespeople ask me if I know any companies that are hiring, I always send them to Paycom. |
| 0:36.7 | Selling PowerCalls Paycomcom one of the top 50 companies |
| 0:39.2 | to sell for, but in my book, they're at number one, because Paycom is a company that values and |
| 0:45.1 | invest in it salespeople, plus you can make a lot of money. You know, in today's economy, if you're |
| 0:51.7 | good at sales, you can get a job anywhere. |
| 0:55.1 | So why work at a company where you're not happy when you don't have to? |
| 0:59.6 | If you are looking for a new sales job or even thinking about looking for a new sales job, |
| 1:04.6 | do yourself a favor and go check out Paycom. |
| 1:07.7 | You can find more at Careers.Paycom.com. That's Careers.com.com. Now, here's part four of my |
| 1:15.7 | interview with the great Tom Hopkins. |
| 1:32.3 | No, you've written eight books. I've written 18. I've been not doing a little longer than you. 18. I got, yeah. Oh man, I thought I was doing well. Now I'll catch up. |
| 1:38.3 | No, you don't. Yeah, the new book, when buyers say no, is doing so well, which I'm thrilled about that, but people have to realize that you don't get the yeses until you handle the nose. So let's have fun with nose to get the yeses. And let me, can I, okay, if I can show the new book? This is the new book. Oh, good. You got it. Yes. I love this book. The awesome book. |
| 2:03.6 | And it's called When Buyers Say No. Let's talk about no. Salespeople hesitate and they avoid |
| 2:12.0 | getting the objection or even they even see a legitimate question as rejection. |
| 2:19.3 | And I'm wondering how you and Ben in the book kind of help people get past that |
| 2:24.5 | and what techniques they can use to ask for what they want. |
| 2:29.1 | Well, one of the things I love the people watching this to do, |
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