Podcast episode
How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy)
30 Minutes to President's Club31 Oct 202332 min
Description
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 Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Use the communication channel and the communication method that's going to give you the highest probability of gaining your desired outcome at the lowest cost of time, energy, and money. And you've got to think about it that way. So it's all about the probability of gaining the outcome based on the communication channel versus what so many salespeople do today. “Back to my number one tip is they just pick the channel that they're most comfortable with versus the channel that's going to give them the highest probability of winning.” I should be doing almost a math exercise of thinking about the amount of time I invest versus the amount of synchronous communication that I learn from the customer and they learn what's inside my head. What channels should I be opting for? If you think about it, the best way for us to communicate, the most effective way to communicate is in face-to-face.
research. I've got a warboard. I know their picture. I know where they went to college. I know their pet's name. So I'm using all of those things, Jen, to make a decision about whether I should be there. The final piece I use is just my intuition. I'm paying attention to, in this situation, where do I feel like from a probability standpoint I am in closing the deal? “In other words, do I feel that they're into me? Are they motivated? Are they matching my effort?” Are they engaged? For example, in Nick's case, I call up the first co-founder and the co-founder says, man, we are totally into this. This deal's going to happen. We've got to get in front of my other co-founder. Hey, I'll tell you what, I'm going to schedule lunch. Can you come here and let's go to lunch together? I'm going to lunch. That's going to happen. Use your time wisely.
I wanted people walking out of those interviews saying you got to work with them and that's something we've used. I've used it my entire life. So a deal we closed three years ago, it was a $1.5 million deal, training deal. There were 27 stakeholders that we spent time with. Now we did almost all of that by video cause they were all over the world, but “we would get them on just like this and say, tell me what's important to you.” Walk me through this. If you could change this, what would you change? How would you do it? What's important? None of those people had any say in whether we're going to get the deal done or not, but we asked to spend time with them because what we started doing was building these advocates. So when you're in person, what you want to think about is this. The first question that people are asking about you is, do I like you?