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
and Armis, you say I have 15 minutes, I say, great, you have 15 minutes, okay, well, do you have 30 minutes? Yeah, I have 30 minutes. Okay, great. Super. You have an hour. So pretty much every rep has an hour a day that they can spend on prospecting. Great. Front load your day with frog eating. Front load your day with prospecting. Do it first thing in the morning. “Like start off and just run a call block.” It'll change your life, and this is what I mean by daily battle rhythm. So every single day, you got a routine. Look at any salespeople anywhere in the world, anywhere, go anywhere. You look at the top salespeople, they have a routine, and they run that routine every single day because they are elite athletes.
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