Sales Gravy: Jeb Blount cover image

Sales Gravy: Jeb Blount

Why Salespeople are Afraid to Ask for the Sale

Feb 14, 2025
Tony Morris, author of "Coffees for Closers" and a leading sales instructor, shares insights on the fear that paralyzes salespeople from asking for the sale. He dives into the roots of this fear, connecting it to personal experiences and emphasizing the importance of practice. Morris recounts his days selling sweets and door-to-door car washes, demonstrating how foundational experiences shape one’s sales mindset. The discussion also highlights how exceptional service and effective communication can transform client relationships and the value of resilience in sales.
51:10

Episode guests

Podcast summary created with Snipd AI

Quick takeaways

  • The fear of rejection profoundly affects salespeople, causing them to hesitate in asking for the sale despite their competence.
  • Continuous practice and preparation, influenced by early experiences, are essential for success in sales and mastering the art of closing.

Deep dives

The Balance of Authenticity and Respect

Authenticity is a crucial value, especially in modern communication. However, it's important to recognize that being authentic without considering the audience can come across as arrogance. Authenticity should be paired with respect to ensure that the message is received positively rather than dismissively. Self-awareness in how we present ourselves plays a key role in effective communication and connection with others.

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