Podcast episode
Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
30 Minutes to President's Club19 Jan 202230 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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 Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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You have to ask again. That's the biggest mistake that we make in this framework. So for example, we were talking earlier in the pre-show about, you know, what happens when they say I'm happy? Because that's what people say. Like most of the time they go, look, I'm happy. I'm all good. We got a great vendor. And what works, and Armand, you've been using this so you know this works, is I'll say something like this. “I'll say, that's fantastic.” Because they're not expecting you to say that, right? So they're expecting you to say, well, I understand. But like the only two people in the world that say I understand are mamas and salespeople. So now you're just a pattern, right? So if you're a pattern, it's easy to turn you off. So I say, that's fantastic. Because they're not expecting me to agree with them. And I don't say that's great, because it's not great, right?
improve their billing through improving the way that the attorneys log time, which has increased their billing by 20%. And they said that we should probably talk to you. So I'm using a specific “reference, social proof, right? Someone else who's doing it and I'm using that. And if you have that,” like if you don't have that reference, then you can't use it, right? It wouldn't be fair. But if you have that reference, we're helping blah, blah, blah, blah, blah. And it's really working well for them. And they said that we should probably talk to you. Well, the specificity is really powerful there because I think by saying, oh, a bunch of law
I'm the most successful rep in the world taking 10 calls per day, how do I make sure that I always get my prospecting in my daily rhythm? You start first thing in the morning, like you start by eating the frog first thing in the morning. We're talking about prospecting. Nobody likes prospecting. It's a grind. “Prospecting is the price that you have to pay in advance for success in sales, and it's” not something that's like a quid pro quo. It's not like I call Nick and I get meetings, right? Sometimes I'm calling Nick, I get the gatekeeper, I have a conversation with the gatekeeper, and the gatekeeper goes and talks to her boss, and I send another email behind that, and I connect on LinkedIn, and 30 days later, they re-engage and say, hey, we want to talk about this. This is called the 30-day rule.