30 Minutes to President's Club | No-Nonsense Sales #220 - How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy)
Oct 31, 2023
Jeb Blount, sales expert and author, shares actionable leadership takeaways for in-person meetings, emphasizes effective communication channels in sales, discusses criteria for in-person vs. virtual meetings, highlights the importance of open-ended questions, and provides tips for successful in-person meetings.
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Prioritize Synchronous Communication
- Talk to people synchronously to gain the most impact rather than relying on asynchronous methods like email.
- Select the communication tools with the highest probability to achieve your desired outcome efficiently.
When To Meet In-Person
- Decide on in-person meetings based on deal size, proximity, and sales process stage.
- Prefer in-person during discovery for bigger, local deals and virtual otherwise.
Master In-Person Meetings
- Dress one level above your customer's office attire to build confidence and fit in.
- Listen actively in person to make people feel important and build trust quickly.