Sales Gravy: Jeb Blount

When prospects won't share their pain, pushing harder only raises the wall.
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers a question from Laura, who sells advertising in a crowded local market. Jeb explains why pain-focused discovery sounds self-serving and walks through the five decisions buyers make before they give you money.
What You'll Learn:
Why pain point questions make prospects hold back
The real reasons people buy, from aspiration to ego to brand awareness
The five decisions buyers make before they do business with you
Why first impressions are not the final word on likability
Why listening is the fastest way to become likable
How to ask about a prospect's world and let them tell their story
How giving your time and attention makes buyers feel important
How value bridging connects a buyer's goals to your solution
How micro stories help you sell intangibles through other clients' results
Why earning trust turns one-time buyers into repeat customers
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Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Follow Jeb Blount on LinkedIn

Featured Sponsor
*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
* Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com

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Red herring objections are a buyer’s emotional self-protection and can derail a sales call fast. But you can break through them with the right approach. Jeb Blount shares a firsthand example from a software demo his own executive team sat through, showing exactly how a rep got baited into a defensive spiral that killed the deal. Jeb explains that most red herrings are built from a lifetime of bad experiences with salespeople and don’t always signal a deal-breaker. He lays out the discipline required to acknowledge these objections calmly, hold the agenda, and keep the sales conversation moving toward its actual objective.

📖 Purchase Jeb Blount's book, Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No
👉 Download the free Objections Book Club Guide for Sales Teams
🔗 Follow us on LinkedIn!

Featured Sponsor
*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
* Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy

Q2 gave us a lot of great sales conversations. These four taught us the most. Ashley Blount and Jeb Blount Jr. unpack what ties Mark Hunter's take on integrity, a hard-won deal recovery story, tactical language from Jeb Blount for reducing buyer friction, and a leadership lesson on empathy over sympathy. The lesson behind them: the right language, integrity, and mission are what turn conversations into long-term customers.

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills
👉 Download our free A.C.E.D. Buyer Style Playbook for Sales Professionals
🔗 Follow us on LinkedIn!

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
* Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy

How do you know if your sales role is right for you? And how do you get better when you're the only rep on the team with no one to learn from?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two questions from Gabriel, an early-career business development rep in Montreal working at a small startup.
Jeb's advice: at the start of your career, you often have to take what you can get and be the best at it, even if it isn't the right fit. As you gain experience, stop chasing the right company and start choosing the right leader. And when there's no top performer to follow, master the fundamentals and build your own learning path.
What You'll Learn:
Why entry-level salespeople rarely know if a role is the right fit, and why a bad fit still teaches you something
The questions to ask yourself to discover which sales role fits you best
Why the right boss matters more than the right company, and how it can mean up to 20% higher income
How to vet a sales leader during the interview process
Why loving the sales process matters more than loving the product you sell
How to earn your role progression
Why "find the top sales rep and copy them" is not helpful sales advice
How to build your sales skills without a team around you through networking groups, sales conferences, and training
-
Submit your question: salesgravy.com/ask
Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills
Grab your tickets for OutBound Conference
Follow Jeb Blount on LinkedIn
Featured Sponsor
*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
* Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy

It’s easy to mistake motion for progress. But answering emails, updating the CRM, and sitting in internal meetings don’t generate revenue. In this episode of Money Monday, Jessica Stokes breaks down the concept of Golden Hours, the specific times during the day when prospects are most likely to pick up the phone or respond to outreach. She explains why protecting that time is one of the best revenue-generating decisions you can make in your sales career. Jessica also offers guidance to sales leaders on shielding their team’s selling windows from internal scheduling conflicts.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills
💻 Enroll in Sales Gravy University Courses with Jessica Stokes
👉 Download our Sales Gravy Time Audit Log for Sales Professionals
🔗 Follow us on LinkedIn!

Featured Sponsor
*If you're ready to upgrade your listening experience, go to go.fitnexa.com/gravy and use code GRAVY for $10 off your order.

Our Sponsors:
* Check out Plaud AI and use my code JEB for a great deal: https://www.plaud.ai/jeb
* Check out TruDiagnostic and use my code SALESGRAVY for 20% off your entire order: https://www.trudiagnostic.com

Advertising Inquiries: https://redcircle.com/brands

Privacy & Opt-Out: https://redcircle.com/privacy