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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So you want to be very careful with that. I got a bunch of things in my kitchen that were exactly the same thing. I got, for example, an avocado opener that costs, I don't know, $10, but you can do it with a knife faster than that thing. And the last thing is communication blending. What we have to understand is that there are lots of ways we can communicate with people today. “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.
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.
I put a little agenda in the invite of, hey, here's context for what's going on. “This is what we're going to do in this meeting.” This is why we're here. I get a response from co-founder two earlier today, and he says, hey, Nick, thanks for your email. Thanks for your note. Things have been really busy, and I'm really trying to guard my calendar. I looked at your website last night.
I put a little agenda in the invite of, hey, here's context for what's going on. This is what we're going to do in this meeting. “This is why we're here.” I get a response from co-founder two earlier today, and he says, hey, Nick, thanks for your email. Thanks for your note. Things have been really busy, and I'm really trying to guard my calendar. I looked at your website last night. Can you send me a short note to help me understand your reach, audience, and range of pricing so I know what we're talking about?
way, is the one most likely to say, just send me the numbers and I'll take a look at it and let you know. So what we're doing in person is we're basically walking people through this decision journey. Do I like you? Do you listen to me? Do you make me feel important? Do you get me in my problems? Do I trust and believe you? Those are the five decisions that people make about whether “to do business with you or in the case of stakeholders who aren't direct decision makers,” advocate for you. And here's what you have to recognize. And I get this. People are nervous doing this in person, but the same thing happens on the phone. And the same thing happens on video. Your buyer, your prospects, emotional experience as they walk through this decision journey with
Discovery, according to Jeb, is actually probably an ideal moment to do it. Number 4, last and final, before the meeting, make sure you ask yourself, what is that targeted next step I want to achieve? Of course we want to close the deal, but what is that micro-commitment you want from them “so you can stay focused and make sure you get to that by the end of the meeting?” Boom, beautiful. And the micro-commitment that we want the audience to take today is what, Jen? How can people help us out? Follow 30 Minutes to President's Club on LinkedIn. And don't forget to give my wonderful co-host, Nick Siegelski, a follow as well. Oh, I deeply appreciate that, Jen. Thanks for listening, everybody, and we'll see you next week on 30 Minutes to President's Club.
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