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

    • Careers

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.

    The Problem With Projecting [Podcast]

    The Problem With Projecting [Podcast]

    Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table.







    A few years back, my wife and I bought our dream home. It was on a stretch of farmland—exactly what we’d always wanted. We both knew in our hearts that it would be the last home we ever bought. This was where we planned to spend the rest of our lives.



    This house, however, had to be completely remodeled. The work was so extensive that the contractor estimated that it would take eighteen months before we could even move in.



    Through the years, Carrie and I had remodeled eleven houses. Each time, we’d done the work on a tight budget and made sacrifices with want we wanted so we stayed within budget. This time, though, we had the budget to create the home that we wanted. We promised ourselves there would be no shortcuts and no compromises. We planned to do it right.



    After months of work, we were finally finishing up the bathrooms, and it was time to order the glass doors for the showers. The representative for the glass company met us at the house. We carefully explained exactly what we wanted. He gathered measurements and took notes.

    Jeb's New Book INKED Teaches You to Become a Master Sales Negotiator

    The last stop was the bathroom in our master bedroom. He collected the measurements and started writing up the order. As he did, a worried look crossed his face, and he shook his head. Then he looked up said, “You know, all this custom work is going to be really expensive. Are you sure you don’t want to go with our standard doors? It will save you a ton of money.”



    He clearly missed that the walls and floors of the newly remodeled bathroom had  freshly installed imported marble costing more than $30,000. Rather than up-selling and showing us even more options, he was negotiating down, projecting the size of his wallet on us instead of focusing on the size of ours.



    Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. When you negotiate with the size of your wallet, you routinely apologize for your prices, give concessions without being asked, and decide for your buyers what they can afford.

    • 3 min
    Skipping Past the Four Types of Objections You Face in Sales [Podcast]

    Skipping Past the Four Types of Objections You Face in Sales [Podcast]

    On this podcast episode Jeb Blount, the Author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No  does a deep dive into the four objections you face in sales. You'll learn techniques that you can use on your next sales call to skip past sales objections.

    • 56 min
    Quick Tip 11 | The Best Time to Close Your Next Deal [Podcast]

    Quick Tip 11 | The Best Time to Close Your Next Deal [Podcast]

    On this Sales Gravy Quick Tip Jeb Blount reveals a tried and true technique for closing your next sale.

    • 1 min
    Part Six: Introverts Can Sell | The Introvert’s Secret Super Power [Podcast]

    Part Six: Introverts Can Sell | The Introvert’s Secret Super Power [Podcast]

    On the final episode of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss why emotional resilience is a requirement for introverts in sales. Then they reveal the introvert's super power and how this makes introverts better salespeople than extroverts.



    Listen to Part One of Introverts Can Sell

    Listen to Part Two of Introverts Can Sell

    Listen to Part Three of Introverts Can Sell

    Listen to Part Four of Introverts Can Sell

    Listen to Part Five of Introverts Can Sell

    • 10 min
    Part Five: Introverts Can Sell | The Pursuit of Happiness [Podcast]

    Part Five: Introverts Can Sell | The Pursuit of Happiness [Podcast]

    On part FIVE of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss the pursuit of happiness and why knowing what makes you happy is one of the keys to success for introverts in sales and life.



    Listen to Part One of Introverts Can Sell

    Listen to Part Two of Introverts Can Sell

    Listen to Part Three of Introverts Can Sell

    Listen to Part Four of Introverts Can Sell

    Listen to Part Six of Introverts Can Sell

    • 11 min
    PART FOUR: INTROVERTS CAN SELL | LEVERAGING THE THIS OR THAT TECHNIQUE [PODCAST]

    PART FOUR: INTROVERTS CAN SELL | LEVERAGING THE THIS OR THAT TECHNIQUE [PODCAST]

    On part FOUR of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss a powerful technique that introverts and extroverts may leverage, in emotionally charged situations, to make better, rational decisions.



    Listen to Part One of Introverts Can Sell

    Listen to Part Two of Introverts Can Sell

    Listen to Part Three of Introverts Can Sell

    Listen to Part Five of Introverts Can Sell

    Listen to Part Six of Introverts Can Sell

    • 9 min

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