Sales Gravy: Jeb Blount

Stop Selling from a Script: Why Trust Wins the Close Every Time (Ask Jeb)

5 snips
Jul 29, 2025
Relying on sales scripts may seem safe, but it undermines your ability to build trust with clients. Authenticity is key; when you prioritize listening and genuine engagement, you become a trusted advisor instead of a talking brochure. Effective strategies focus on understanding clients' emotions and fears, fostering meaningful connections that boost closing rates. Embracing a consultative approach allows you to tailor recommendations, enhancing client satisfaction and paving the way for successful sales.
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ADVICE

Avoid Scripts, Use Processes

  • Avoid using scripts as they kill authenticity and hinder real listening.
  • Use a clear process to connect, unpack fears, understand motivation, and explore desired outcomes with prospects.
ADVICE

Become One Call Closer

  • Always ask for the sale at the end of the call expecting to close.
  • Close more deals by doing the right steps: setting agenda, uncovering fears, and exploring outcomes.
ADVICE

Handle "Need Time" Objections

  • When prospects say they need time, ask what worries them to uncover true objections.
  • Reassure with answers instead of pressure, and maintain engagement for follow-up.
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