83 (Sell): Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy‪)‬ 30 Minutes to President's Club | No-Nonsense Sales

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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.


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CEO @ Sales Gravy

Author or 13 books including Fanatical Prospecting, Virtual Selling, and Inked.


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