100 episodes

Jeb Blount is the bestselling author of People Buy You and an internationaly recognized expert on sales. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors, close bigger deals, and rock your commission check.

Sales Gravy: Jeb Blount Jeb Blount

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Jeb Blount is the bestselling author of People Buy You and an internationaly recognized expert on sales. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors, close bigger deals, and rock your commission check.

    Mastering the Internal Sale

    Mastering the Internal Sale

    OUCH! The internal sale was more challenging than closing the actual deal!



    A brutal truth about B2B sales is that the internal sale (the sale after the sale) is often more challenging than the external sale (getting your prospect to sign the deal). Many sales professionals struggle with the internal sale because they don't understand how to get past those organizational hurdles.



    On this powerful episode of the Sales Gravy Podcast, Jeb Blount and Victor Antonio take you step-by-step through the behavioral and mindset shifts you must make in order to master the internal sale. You'll learn immediate techniques and tactics for getting your deals embraced and approved by your organization.







    TEXT JEB: We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEXT.

    Sales Fitness

    Sales Fitness

    If you are tired of being tired, you'll love this Sales Gravy Podcast episode.



    Jeb Blount and Rachel Pitts (Women Your Mother Warned You About) offer tips for staying fit. For sales professionals, to out wit and out perform your competitors, you need to be physically fit because mental energy is limited by your physical energy.



    Jeb and Rachel focus on the golden triangle of fitness: Sleep, Nutrition, and Motion



    We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEXT.

    Sales Process Pivot Points | Jeb Blount & Diane Helbig | Part Four

    Sales Process Pivot Points | Jeb Blount & Diane Helbig | Part Four

    On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss the power of mapping and uncovering sales process pivot points.



    You will learn how these pivot points help bend win probability in your favor and offer important clues for when it may be time to walk away from a deal.



    Listen to Part One – Selling Without Selling

    Listen to Part Two – Intentional Empathy

    Listen to Part Three - Sales is a Process

    Sales is a Process | Jeb Blount & Diane Helbig | Part Three

    Sales is a Process | Jeb Blount & Diane Helbig | Part Three

    On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it on sales calls is wickedly stupid.



    Listen to Part One - Selling Without Selling

    Listen to Part Two - Intentional Empathy

    Intentional Empathy | Jeb Blount & Diane Helbig | Part Two

    Intentional Empathy | Jeb Blount & Diane Helbig | Part Two

    On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss intentional empathy discuss and it is a meta-skill in complex sales.



    Empathy is the key to stepping into your buyer's shoes, understanding their situation, and building relationships.



    Yet, the best salespeople are naturally less empathetic and more self-centered. Therefore, to be more effective at closing complex sales, they must focus on and leverage intentional empathy.



    Listen to Part One – Selling Without Selling

    Listen to Part Three – Sales is a Process









    Becoming Other-Focused

    Jeb: The statistics and scientific data tell us that salespeople who are more self-centered over time, have a tendency to do better than people who are more empathetic. Now there's a reason for that.



    That exists in sales, and even as a business owner, you need to be a little bit self-centered because you have to put all your effort into your business. How do we, as naturally self-centered people, shift into becoming other-focused?

    Really Get To Know Your Prospect

    Diane: If you believe that being interested in other people is how you're going to get to a goal, and that goal is to have really great business with people and companies you really like and can really help, you naturally want to do whatever it takes to make that happen. Long-term, that's going to be what's best for your business and best for you.



    So then if you say, “The only way I'm going to know whether this is a relationship I should enter into is by learning about them. So I just have to make that happen.” Your focus has to be on discovery, investigation, archeology, whatever you want to call it, so that I can learn as much about them— not just about the problem they're having that I could solve— but about them, how they work, their philosophies, their values, etc.



    Those things are all part of being in a business relationship. The more I know, the more I'm going to be able to identify how I can help them. And then I can shine because I'm going to be able to point it out to them. I'm really able to say, “This is what I heard, this is how we can help.”



    It's hard to have objections when I really heard what you said and I’m matching everything that you told me. Then we're both walking down the same road. I think it comes down to really understanding what you want and the way to get there is by knowing as much as you possibly can about your prospect.

    The Best Objection In Sales

    Jeb: Yesterday, I was doing a training with a group of veteran salespeople and we were talking about objections. And one of the things I said to them is, “The best objection that you get is the one that never shows up.” And it doesn't show up because you did all the work up front and you got to know them.



    As you got to know them, either the objections got on the table or the objections just went away and it's often when you go, “Hello, wanna buy?” you know, that's when the objections go up. So I think what you said about making sure that you're doing all of that homework is really important.



    You're doing sales archeology and understanding them and as you pull all of that information in, you're matching your recommendations to what they see as both their success criteria and their evaluation criteria for doing business with you. And when you match it up, there's no objection. It just makes sense to do business together for both of you.

    Build Trust And Show Up As A Professional

    Diane: If it doesn't match up, it doesn't match up. So you say, “Listen, I'm not the best resource for you. Let me point you towards somebody who is.” And there's no weird conversation, but this is also why the salesperson has to ask a lot of questions and questions that are uncomfortable like the budget que...

    Succeed Without Selling | Diane Helbig & Jeb Blount | Part One

    Succeed Without Selling | Diane Helbig & Jeb Blount | Part One

    This Sales Gravy Podcast episode is part one of Jeb Blount's (Virtual Selling) conversation with Diane Helbig (Succeed Without Selling) about why for business owners, entrepreneurs, and sales professionals success in selling and business growth really isn't about "selling." Instead, when you focus on solving problems, that's when the real magic happens.



    Listen to Part Two – Intentional Empathy

    Listen to Part Three – Sales is a Process



    We want to hear from you. Let us know what you think about this episode – we love your comments and questions. Just send Jeb a text message at 1-706-397-4599 or CLICK HERE TO TEXT.



    Ps. You can access Sales Gravy University Here







    Why Did You Choose To Write This Book?

    Diane: The book is called Succeed Without Selling: The More You Think About Selling The Less You'll Sell. I decided to write it because so many salespeople and small business owners are, in my estimation, behaving badly because they are so focused on selling that they're not getting what they want. They're not getting the results that they want and it's frustrating.



    And so I thought, this is what I teach when I do sales training. What if I could put it into a book and just tell them everything about sales mindset? You know, what happens when you do this, but what happens when you do that, with scripts and, and templates in the back of the book.



    If I can just give them everything, hopefully, a bell will go off in their head and they'll start doing things differently and achieve better results.

    So Why Does Being Successful in Sales Have Nothing To Do With Selling?

    Diane: When salespeople are selling, they are thinking about themselves. They're thinking about the fact that they have to hit quota, that they have to get revenue, that they have to do all of these things. Their mindset is, “I need to convince you that you need what I have to sell. I have to be eloquent enough and say the right things. I have to be persuasive.”



    They do it at networking events, they do it when they're in a sales meeting, they do it all the time. And the truth is that when salespeople behave that way, they don't get the sale because they're not listening. They're not matching what they have to what that person needs. They're not hearing what the situation is.



    So that's why I say that it's not about selling. It's about solving, right? It's about connecting and making sure that it's a good fit because that's how you get long-term business relationships that serve your business for decades.

    Sales Is Not About Selling, It's About Solving

    Jeb: I totally agree with you. Not that long ago, I was doing training out in Oregon and one of the people in my class was an ex CIA agent. I was teaching some concepts out of Sales EQ around human influence frameworks.



    And he grabbed me and said, “What's the difference between what you're teaching and what we were doing as CIA agents? Essentially, when we were bringing people in, we were using the same frameworks you're teaching to get people to turn over information or rat out someone else. And I said, “The human brain works the way the human brain works."



    For example, if you listen to someone, it makes them like you more. It's just how we operate. And if they like you more and you listen to them, they're more likely to give you something because you made them feel good. I mean, that's just basic influence frameworks, but what you said is exactly how I explained it to him.



    I said, “In your line of work, you were using these influence frameworks to manipulate people into giving you what you wanted. And in my line of work, I help people, and I solve problems."

    "I'm Not The Right Fit For You"

    Jeb: The very last thing I want to do is sell someone something,

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