The Sales Gravy Podcast is a sales podcast led by Jeb Blount, author of Fanatical Prospecting, with more than 1 million downloads. Built for individual sellers, entrepreneurs, and sales leaders, every episode delivers prospecting, Sales EQ, and closing tactics to open more deals, close bigger deals, and rock your commission check.
From the author of Fanatical Prospecting and the company that rewrote the rules of modern selling, the Sales Gravy Podcast helps you sell more, win more, and earn more.
Why do prospects hang up on your cold calls before you can even explain why you’re calling?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount coaches Sindy, a business development manager in Toronto selling global freight forwarding services, through three questions: how to turn more cold calls into appointments, where video prospecting fits in a sequence, and how to stay motivated when prospecting gets hard.
Jeb rebuilds Sindy’s cold call opener live on the show. He cuts the trigger words that get her hung up on, leads with her expertise, and builds a because statement that gives the prospect a relevant reason to meet. The goal of a prospecting call is to sell time, and Jeb shows how to save the problem talk for discovery. As he puts it, people meet with you for their reasons, not yours.
What You’ll Learn:
Resources Mentioned:
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