Hall of Fame: Jeb Blount

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1. 2:32

   And this simply means that sales is a human endeavor and far too many salespeople these days have become asynchronous. So they hide behind email, text, social media, anything, but have a conversation with people. The more people you talk with, the more you're going to sell. Number two is that success is paid for in advance with prospecting and folks, the rent “is due every single day.” We're going to talk a little bit more about the 30 day rule, but the 30 day rule simply says that the prospecting that you do in any given 30 day period has a tendency to pay off for you, offer you over the next 90 days. So you got to do it every day, every day, every day. And finally, we'll talk about the ledge. I love the ledge technique. The ledge technique is what neuroscientists call the magic quarter second that gives you

   In Outbound activity targets

2. 5:40

   parts of your body. One of those non-essential parts, the old neocortex, because when you're facing a threat, it doesn't pay to think, it pays to get away from the threat. That's why sometimes when you get that objection and your brain's going, I know what to say, but your mouth's going, “because you don't know what to say. So what we use is a simple technique called a ledge.” And all the ledge is something that you say every single time you get that response that gives you what neuroscientists call the magic quarter second that allows you to rise above the disruptive emotion and choose your response. And trust me on this, you know what to say. It's just hard to

   In Objection response frameworks

3. 6:09

   what neuroscientists call the magic quarter second that allows you to rise above the disruptive emotion and choose your response. And trust me on this, you know what to say. It's just hard to find the words when you're consumed by this fight or flight emotion. So for example, if someone says, “I'm not interested, then your response might be, I figured you'd probably say that, right? I say” that all the time. People say, I'm not interested. I say, I figured you'd probably say that, or I'm not interested. I say, you know, that's what everybody says. That's a simple ledge. Or if someone says, you know, I'm too busy. I go, well, that's exactly why I called. Or if someone says,

   In Not-interested objections

4. 20:22

   most lawyers don't really like what they do. Like they're not happy people. And because of all the demands for the job, and I'm probably going to get hate mail for this, but it's the truth. And again, I've got firsthand experience because I am, my family literally is a law firm, right? So, so if you, if you think that way, then when are they going to be in the office? “Saturday mornings are a great place. And this, by the way, is true for small businesses,” for any type of professionals that you're calling, it's a great time to call. And, and then finally, right? If, if nothing else, what you do with the, with the gatekeeper is you say, when you say, I'll meet with you, I'll tell you what I'm going to do. I'm going to have DoorDash

   In Best days and times to cold call

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