171 (Sell): How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
171 (Sell): How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
When getting in person, try to dress the same "level" as your customer's office attire. When in doubt, dress one notch nicer.
Use the right communication tool for the job. Synchronous conversation wins.
Use this decision criteria for when to meet your customer in-person: size of deal, proximity to your location, and stage in the sales process (discovery phase is ideal).
Before the meeting, ask yourself, “What is the micro-commitment I want from the prospect at the end of this meeting?”
PATH TO PRESIDENT’S CLUB
CEO @ Sales Gravy
Author of People Follow You: The Real Secret to What Matters in Leadership
Author of People Buy You: The Real Secret to What Matters Most in Business
Vice President of Sales @ KGB
RESOURCES DISCUSSED
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