83 (Sell): Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
83 (Sell): Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
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FOUR ACTIONABLE TAKEAWAYS
Eat the frog by committing to prospecting first thing in the morning.
Handle objections differently with a ledge (ledge > disrupt statement > ask).
Handle ‘existing solution’ objections by offering value to keep the other guys honest.
Get past gatekeepers with respect, giving specific value, and providing social proof.
PATH TO PRESIDENT’S CLUB
CEO @ Sales Gravy
Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked.
RESOURCES DISCUSSED
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