Why Jeb Blount Is Over the Cold Call Debate

By Rachel Serpa

niekverlaan / Pixabay

We recently sat down with best-selling author and founder of Sales Gravy Jeb Blount to chat about all things sales. During our conversation, Jeb shared his 5 Step Telephone Framework, three ways to turn objections around, how to develop sales EQ and so much more.

Q: Tell us a little more about Sales Gravy – how did it get started and what are the goals of the organization?
Sales Gravy is a global sales training, acceleration, advisory and consulting company. We help companies primarily with their customer facing activities when they are doing well and want to grow but have hit a plateau. We send people to work with them and figure out what’s going on through training, writing custom curriculum and helping with onboarding processes. We give them what they need temporarily to get the ball rolling and then get out and let them run their show.

Q: It’s no secret that prospecting is one of the most painful parts of sales. Your book Fanatical Prospecting offers a ton of actionable tips for filling your pipe, one of which is the 5 Step Telephone Framework. Can you walk us through that?
If you think about prospecting, there is always this raging debate about whether to cold call or not to cold call – and I’m so over that. It’s really about interrupting people. Nobody likes to be interrupted, but if you don’t interrupt them as a salesperson you won’t fill up your pipeline and you’ll fail. So the reality is that prospects don’t want to be interrupted, but in sales we have to do it.

So if you’re going to interrupt someone, the best way to do it is respectfully. And the most respectful way to interact with someone who doesn’t want to be interrupted is to be quick and to the point. One of the CEOs I work with calls it the 3 Bs: be bright, be brief and be gone.

The Five Step Process simply gives you a framework for how to interrupt people successfully and get an answer out of them. I like frameworks because they’re different from scripts – a framework can shift in any context and allows you to run down a set of rails so that you can be brilliant in the moment.

All we do in the Five Step Process is get a prospect’s attention by saying their name. Then we tell them who we are and we tell them what we want, because a prospect can’t pay attention to anything else that you say until you answer those questions. And then we give them a reason why, or a because statement.

Finally, you ask for what you want, which is time. So with the Five Step Process, you’re getting to a yes, no or maybe in about 10 seconds. And most people are okay with a 10-second interruption. And as long as you’re brief, relevant and to the point, you will get an answer.

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Source:: Business 2 Community

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