They asked the question, do you get me? Negotiation Plan Strategy with Jeb Blount, Cold Prospecting Emails That Actually Work with Jack Reamer. Jeb Blount: This is coming up more and more actually. Jeb Blount: And if David, my producer, who just left me, if he moved the picture over just a little bit, like you would be framed right in my camera. Andy Paul: Yeah, I think that there’s situations where a certain intimacy is required and I believe the phone is a more intimate way to communicate than a video call. Andy Paul: Yeah, they keep saying gravy, I’m getting hungry. And half of my group got kicked out of the meeting. Jeb Blount: This time we are going to talk, not about negotiation, but about virtual selling. That’s where I have all my great creative thoughts too. I got a client. Jeb Blount: Oh, I love some sausage gravy. So as long as they’re talking, they’re engaged. Yeah. I want to check and make sure I answered your questions.”. The camera scared me to death and I was telling you in the pre show. Andy Paul: I can say I have a list, actually. It’s, do I listen to you? Like you come in and you’re working so many deals and that’s that section of your territory, you don’t go to that section until Thursdays. Because, I got to be better on camera than I am on person. I can see your micro-expressions. You really don’t have 10 stakeholders. JEB BLOUNT is an acclaimed thought leader on sales, leadership, and customer experience—affectionately called the "hardest working man in sales." Very difficult for people, but very important because eye contact is one of the things that we look to in face to face interactions that allow us to trust the other person is teaching them. And it’s the planning part and the agenda part that matter. Wednesday, October 14, 2020 10am – 11am EST This event will be held via Zoom. Liston Witherill: Get Serve More Weekly, an email newsletter with one article, podcast episode, and stories from around the web. Because like you said, it’s probably permanently changed for most people. So I want to know who’s going to be on the call. I’ve got to step into it. It’ll take you less than a minute and it’ll help us spread the word about Modern Sales. You’ll … So I’ll build that bond with them there. And then I went to best buy, which, that was the place where you bought equipment at the time. And then when I went back and looked at the video replay, I was like, they felt good, too. Always stand up. So just in this setup, when you and I are on video, you got on and looked at my set and went, “Wow, that’s pretty good.” And I just saw the look on your face, and most people do, because, and clients do, and we sell seven figure deals on the set and we’ve torn part of the set up and why do we have this? I worked at it hard on the shower. So they were able to register that the optic nerve goes directly into the limbic system and that people seeing those pictures, even though they couldn’t register it consciously could feel the emotion of what they were seeing. Through the lens and it took me another full year to get my trainers, to start doing the same thing. What are the big differences between virtual and in-person selling? I love anytime. But they said, this is a really big deal for our organization and everyone from the CEO across the organization, their eyes are on this, and we’ve never worked with you before and you’re a small company and we’re just. And you put you where it makes sense. But if you think about it, you make a decision and they make a decision in their mind, “Do I like you,” from the very get go. Jeb Blount: Yeah, I’ll be out soon. It’s like why people think that a yeah. Is there anything that you would like to put on the agenda? So in that case, their relationship with that vendor beat us, even though we were in a situation where we won at truly at the logical level. So they get a lot of likes and I’ve learned a long time ago, you can’t spend Liles. Jeb Blount: Yes, stand up. the tools just gives me a lot more dimension and what I’m able to do, but if I was there in person and there was a whiteboard there, I always get up into, with a pen and I whiteboard stuff with my customer, but the virtue, the smartboard’s great because I can share it with them and they can do it at the same time, but the yeah. Thank you in advance for your help. Liston Witherill: We were writing it for their trainers. It’s just not the most efficient way. And yes, the relationship mattered in that moment, but we didn’t have the relationship that the incumbent vendor had of years and years of working with them, where they had earned that level of trust. And I agree, investing in sort of a minimum technology setup is absolutely crucial. There were less of them that were, looking down and being like attracted by other things. Jeb Blount: I’m glad you’re in the same boat. The way I’ve summarized the differences between virtual and in person is not necessarily better or worse. So they shift learn how to do that. I think it’s unavoidable. So we miss, we missed the whole picture. So their eyeballs are right in front of the camera. I think that, if you’re a inside rep, you have, we all have that natural problem. Our next step is this. What kind of a moron would tell people something like that? You’re going to need to adopt it; however, the best way forward … Gosh, that’s easy. Therefore, whether it’s video or email or snail mail, by the way, snail mail is virtual communication, a lot there. On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and Alex Goldfayn (5 … And it, and they’re asking that question, me and my company, and. And so if we can do things that reduce fatigue for our customer, then it gets easier. I’m just teaching people. Cause there is sausage in that gravy. In this case, we dig into the ins and outs of virtual selling. Andy Paul: Why field salespeople? It’s just a facsimile of being there. Jeb Blount: Yeah, but you have to train yourself and keep doing it until it gets better. If I got on an airplane and spend an hour with you together, we would have so much more familiarity with each other that it would be easier for us to build trust. When you sit up at night and watch Netflix, my wife and I were bingeing, a show called away the other night ago, which is a fantastic show. They just don’t get that loving feeling that they have in person when they know it’s the right time. We watched three episodes. Gotta be valuable to your customer. I’ve got to be a human being that is really difficult work. We’re doing a podcast. Andy Paul: of course Is that coming out tomorrow? Virtual Selling isn’t going anywhere. I agree with you, that communication in person is much richer. Cause I was there. Do I trust and believe you? I prefer selling virtually because it means I don’t have to travel around as much, and I get more time with my family. So same things happen in here. There are definitely advantages to both. This echo chamber of relationships, don’t matter, like a lot of things on LinkedIn. That’s not distracting, but it’s pleasurable for people to interact with. It helps me get the word out for the show so that we can together change the way 100 million people sell. People want to make decisions faster than we’ve ever thought that they wanted to. I need to keep the pace moving, right, but not too fast, not too slow. It’s a really big deal and a really big deal for this company and a really big company. if I don’t have to go make you like me, build a relationship, if I can just go on and talk about logic. Andy Paul: Okay. They’ve always wanted to make decisions faster than sellers wanting to sell to them, in my experience over decades. So, but we have people in our lives like an Adam Driver that we feel like, “I could trust this person.”. As you described through Damasio’s work, you had another study. No matter what it is, what I want to do inside of each of those channels is to try inside those channels, both with my messaging and my technology and my technique to make it as close to a human-to-human connection as I possibly can. Right? Jeb Blount: Jeb Blount: I was a, it took a long time. Daniel, Kahneman’s another one. So we’ll save that and talk perhaps more in depth about it. I’m sorry-. But the individual stakeholders, they each have a list and those lists can be divergent in what everybody wants, especially. You outsold everybody. Now, if we go to number two, how do we build liking? Logically Pepsi tastes better than Coke, but emotionally Coke tastes better than Pepsi. Now, a quick note before I get into the interview with Jeb about virtual selling. Liston Witherill: Jeb Blount: Alone. So it is in your best interest to take all of the virtual channels that you have and get really good at them. Jeb Blount: Every Monday. I can get a sense of what’s going on with this business. One, they’re uncomfortable or their clients are uncomfortable in this new virtual environment. As we went along to the point where it was almost a friendship. But the salespeople right now that lean into this and get good at it. So in the meeting I say, “Okay, now we’ve accomplished this. If you’re listening on Spotify, hit that follow button so that you don’t miss an episode. That your sales leaders are coaching you constantly to don’t get to the end of the call and not ask, but with field reps, a lot of field reps just weren’t used to doing like real sales calls in a virtual environment. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a … So-. Don’t flatten the comparison of virtual and in-person to the binaries of better or worse. You don’t see those things. Andy Paul: no, they don’t do business with you. And he can validate that when it comes back in on the calls over. is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. And you’ve got to operate at a much higher level of energy and passion and attentiveness to the people that you’re dealing with in order to then be a facsimile for in person. This was their own system’s fault. Let’s go ahead and get that on the calendar.”, Jeb Blount: Do you get me in my problems? Oh, by the way, I need a laptop. You can also check out an in-depth article I have on my website with specific tech recommendations for your remote selling setup. Virtual Selling with Jeb Blount The world was turned upside down in March and if you weren't selling virtually before, you are now. And the nice thing about virtual is it virtual begins to break down geographic territory is although in local field organizations where people are making risky decisions and face to face matters, it gives you a competitive advantage. The Cumulative Impact of Small Actions Every Day | 5 Minute Selling – Part 4 Fri, 18 Sep 2020 22:14:16 +0000. So on the phone, like I always sell inside salespeople on the phone it’s like selling with, blindfolded with two arms and a leg tied behind your back because 80% of human communication is visual. Why wouldn’t you be, if you’re trying to gain every competitive advantage, if every little thing makes a difference, why wouldn’t you be likable?

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