#92 - Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)
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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
More 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
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