Sales Gravy: Jeb Blount

• Shut Up and Sell More – The Power of Silence

  In sales - especially in product knowledge training - we’re taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect our scripts.  But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. And the more you learn, the faster and easier it is to close a deal. Silence — shutting up and listening — is your secret weapon.  Yes, you need to speak confidently about the value you bring to the table, and you need to be clear when you’re asking for the deal. But the words that actually sway a prospect don’t come from you — they come from them.  Prospects convince themselves to buy. Your job is to guide the conversation in such a way that they articulate the problems they’re trying to solve, the goals they want to achieve, and the obstacles blocking their path. When you can get them to articulate those issues in their own words, you close deals.  Embrace the Pause A common mistake reps make is rushing in to pitch a solution, answer a question, or tackle a perceived objection. They jump in prematurely, before letting the prospect fully voice what’s on their mind.  But if you can stay silent, if you can resist the urge to speak immediately, your prospect will usually elaborate. They’ll keep talking, often divulging the root cause of their hesitation.  That root cause might be very different from what you assumed at first glance. If you jump in too soon, you risk addressing a superficial objection and missing the real issue entirely. I’ve seen too many sales professionals sabotage deals because they were afraid of a little silence. They ramble on, trying to fill every pause, unnerved by any lull in the conversation.  But in the pause, in the silence, is where your prospect gathers their thoughts. If you just wait, if you’ll just shut up, what comes next is where the real magic lies.  Your prospect will begin to share deeper insights. They might reveal the internal politics at play, the budget constraints, or the personal motivations driving their buying decision. They’ll teach you exactly how to close the sale.  Build Trust Through Silence Learning to be comfortable with silence is also about showing genuine respect for the other person. When you give someone space to talk, you send an unspoken message: “I value your thoughts, your insights, and your experiences.”  That’s a powerful psychological signal. It builds trust faster than any perfectly rehearsed line. People buy from those they trust, and trust often begins with the simple act of listening. Now, I’m not saying you should clam up entirely. Strategic silence is not about becoming a mute. It’s about knowing when to speak, what to say, and when to remain quiet.  Ask a probing question, and then zip your lips. Sit there, look them in the eye, and nod empathetically while they talk. Let them finish. Then pause a moment.  Usually, that extra beat of silence after they finish speaking nudges them to continue, and they’ll share even more valuable information.  If it’s truly time for you to respond, do so thoughtfully, directly, and concisely. Then hand the baton of conversation back to your prospect with another question or an invitation to elaborate. Six Strategies For Leveraging Silence to Sell More Plan Your Questions: Before any meeting, plan the key questions you want to ask. Keep them open-ended and designed to encourage deep, detailed answers. Practice The 3-Count Rule: After the other person finishes answering the question, mentally count “one … two … three” before you talk again. Let those seconds of silence hang in the air. Leaving the gap of silence almost always compels the other person to fill it.  Embrace Discomfort: Silence can be awkward. Learn to live with that. Recognize that this discomfort is exactly what triggers prospects to open up further.

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• Why Consultative Sellers Will Survive AI (Ask Jeb)

  Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, you’ll discover practical insights you can leverage to sharpen your competitive edge—regardless of what industry or region you sell into—and take advantage of these emerging trends. AI Will Power Sales Efficiency and Intelligence When we think about the future of sales, AI inevitably dominates the conversation. Whether you’re a software rep, selling capital equipment, or providing professional services, artificial intelligence is quickly transforming the salescape. Elevated EfficiencyAI will eliminate many repetitive tasks, surface the best leads, track deal progress, and remind you when a prospect stalls. At a basic level, AI can be your 24/7 virtual assistant that never forgets an appointment or misses a follow-up. Smarter Data ManagementAI will digest massive data sets, then deliver concise insights that help you identify buying signals, forecast deal closures, and spot hidden risk factors in your pipeline. Relationships Still MatterAs advanced as AI might be, it can’t replace human conversations—especially in complex or consultative sales. Ultimately, people buy from people they trust. Keep that fact front and center as you adopt AI-driven tools. They’re there to free you up for higher-value activities, not to take over your role. The Return to Humanity: Relationships Make the Difference In an age where we can automate just about anything with tech, your core differentiator will be your ability to build trust and engage deeply with clients. Human Connection Is a Competitive AdvantageIf everything can be automated or self-served, how do you stand out? By demonstrating genuine empathy, patience, and an interest in solving unique business problems. Buyers are craving human interaction that goes beyond transactional sales. Adapt to Cultural NuancesYour ability to adapt and flex to the nuance of both cultural differences between countries, regions, industries, and companies gives you a competitive edge when building trust.  In some markets, diving straight into business is a sign of respect and efficiency; in others, building rapport is crucial before any serious conversation can start. Being agile enough to flex your communication style to fit local norms is a hallmark of top-performing sales consultants. Embrace a Consultative Selling Mindset In the age of AI there is a massive shift toward consultative selling. If you’re selling complex products, services, or solutions, you can’t just pitch features and benefits anymore. To survive and thrive you must become a business advisor, diagnosing problems and developing creative and innovative solutions. Key Skills to Develop Deep Discovery Great consultants don’t leap in with a pre-packaged pitch; they ask probing questions, explore unarticulated pain points, and let clients talk. This patient approach sets you up to deliver precisely what the customer needs. Business Acumen and Technical KnowledgeIn consultative sales, you often speak with senior executives who expect you to know how business works—everything from supply chain issues to profitability metrics. If you show up unprepared, someone else with deeper business insight will get the sale. Creative, Innovative SolutionsOnce you’ve gathered the facts, your job is to co-create a roadmap. That means pulling from your experience, internal product knowledge, and general business know-how to design a solution that resonates across multiple stakeholders. This requires both IQ (to connect the dots) and EQ (to communicate the vision persuasively). Stay Curious and Keep Learning A big part of stepping into a consultative role is adopting a lifelong learning mentality. Too many sales professionals stop reading or stop trying ne...

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• The BTN Prospecting Method (Money Monday)

  WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the course of time, to change everything for you. It’s the BTN method, and I learned it from a friend of mine who completely transformed his life and his habits by mastering this one straight-forward tactic. Forgiving Yourself When You Get Off Track In James Clear’s book, Atomic Habits, he talks about a strategy for making a habit stick: never miss two days in a row. In other words, if you mess up on Monday—if you skip your workout or drop the ball on your new habit—you give yourself permission to let it go. But get right back on track by Tuesday. You never miss two days in a row and allow those mistakes to pile up and push you right back into the bad habit you are trying to change. I love this advice because it reminds us we’re all human. We’re going to slip up. Life happens—kids get sick, you get sick, clients call with emergencies, your boss piles extra tasks on your desk, or your flight is delayed and you’re stranded in an airport— sometimes you've just have to eat that piece of cake. James Clear’s approach is, when this happens, to give yourself a break. It’s okay that you messed up once. Forgive yourself but just don’t let it spiral downward by stringing together multiple days of misses together. It's a great approach. But there is another strategy that works even better for staying track, makes it easier to bounce back, still allows you to be human, and over time yields far better results. If you really want to build unstoppable sales habits and supercharge your performance you’ll love this approach. The BTN Secret A few years back, I was meeting a good friend of mine for dinner. We hadn’t seen each other in a couple of years. He’s the CEO of a large company—constantly flying all over the world, dealing with high-level negotiations, board meetings, you name it. I know from experience that this kind of schedule can wreak havoc on your diet, your sleep, and especially your exercise routine. When Chris walked into the restaurant, I was stunned. He looked incredible—like a completely different person. He’d lost a bunch of weight and was in fantastic shape. As we sat down at our table I couldn’t help but blurt out, “Dude, you look incredible, how on earth do you manage to find the time to exercise and take care of yourself like that with your insane schedule.” The truth is that at the time, I was really struggling with my own health. I’d been traveling without a break and gained far too much weight. I felt bad. And even though I knew I needed to do something about it, I was wrestling with the typical excuses: busy travel itinerary, client dinners, lack of time in the mornings for a real workout, late nights in airports, and exhaustion. Chris looked at me, smiled, and said, “I use the BTN method.” I instantly reached for my phone to Google “BTN” because I thought it was some new, miracle workout program and I was looking for anything that could help me get my health back on track. Chris just started laughing. “You’re not gonna find that on Google,” he said. “BTN stands for Better Than Nothing.” Why Doing “Just a Little Bit” Matters More Than You Think Chris explained his philosophy: No matter where he is—no matter how jam-packed his day, no matter how exhausted he feels—he refuses to let a single day pass without doing some form of exercise—no matter how little. On a good day, when he has time, he does an intense 45-minute workout. But if he doesn’t have time, if he’s been in back-to-back meetings from dawn to dusk, then he’ll at least drop down on the floor in his hotel room and do five push-ups, or 20 jumping jacks, or a two-minute plank. Something. Anything. Just not nothing. He explained that five push-ups is better than none and over time it all adds up.

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• Why Salespeople are Afraid to Ask for the Sale

  On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried about coming across as pushy, or insecure about asking. On this episode of the Sales Gravy Podcast, Jeb Blount explores why salespeople fear asking for the sale and what to do about it with author and Sales Gravy University instructor, Tony Morris  Every salesperson starts somewhere. Tony Morris started turning a profit buying 10 pounds of sweets from a shop and selling them for 20 pounds. Before that, he sold car washing door to door. But before all that, he spent hours watching his father prep for sales calls in the mirror, honing his language and mastering his message. It drove home one idea for a young Tony: To be a sales success, you have to practice, practice, practice learning how to ask for the sale.  The Fear Factor That Holds Salespeople Back From Asking for the Sale There’s an underlying, deeply human factor that derails many capable sales professionals: The fear of asking for the sale. Rejection stings, whether it’s a “no” from a potential client or crickets after your presented a proposal you believed was bulletproof.  We fear hearing “no” because we interpret it, consciously or not, as a sign that our competence or worth is lacking. Ironically, the more empathetic and relationship-focused a salesperson is, the more they tend to shy away from scenarios that might lead to an uncomfortable refusal. When you allow the fear of rejection for creep in when attempting to close the sales it often leads to: Hesitation: You wait for the buyer to “signal” readiness, rather than proactively closing. Defensiveness: If a conversation veers toward potential objections, you steer away or gloss over critical next steps. Over-Explaining: To avoid a direct ask, you bury the buyer in details, hoping they’ll volunteer a “yes.” Practice Is the Key to Asking Confidently for the Sale Watch any top performer in any field—a pro golfer, a concert pianist, or an elite salesperson—and they often make it look effortless. People assume they were simply “born with it.” In truth, consistent practice is usually the reason they’re able to operate at such a high level without appearing scripted or nervous. One reason salespeople hesitate to ask for the sale is that they don’t feel comfortable with what to say—or how to say it—when the conversation reaches its critical moment. Practice, especially under realistic conditions, engrains talk tracks, responses to objections, and emotional composure. Practice allows you to lean on muscle memory rather than fumbling for words or panicking at a curveball question or objection. The more you prepare, the more comfortable you are in the moment. When you are well-prepared you come across as “unscripted” and fluid because you’re not scrambling to find the right words. You’ve internalized the dialogue, so it sounds like a calm, authentic conversation rather than a memorized monologue. Make Peace with the Word “No” Time and again, top sales performers cite a simple truth: a fast “no” can be better than a lingering “maybe.” It allows you to save time, refocus energy, and cultivate a pipeline of engaged prospects. Learning to handle “no” as a data point—rather than personal rejection—keeps you in motion. Categorize the “Nos”: Some are “not now,” others are “not a fit,” and a few are “never.” Understanding which type of no you’re dealing with can shape follow-up strategies. Seek Feedback: If appropriate, ask, “I respect your decision. May I ask what caused you to decline?” That insight can sharpen future presentations. Stay Professional: Burn no bridges. A gracious exit can leave the door cracked open; circumstances often change. Shift Your Mindset About What Asking for the Sale Really Means Whether you’re selling software,

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  51:10
• How Do I Earn Respect When Selling to People Older Than Me? (Ask Jeb)

  Elli in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence in selling when you’re dealing with people who are older and more experienced than you? Ellie’s question highlights a universal issue in sales. Whether you’re dealing with age differences or expertise gaps, it’s easy to feel anxious if your buyer is decades older or has been in the industry for a long time. Below, you’ll find practical strategies to bridge that confidence gap, project authority, and demonstrate a relaxed assertiveness that resonates with prospects of any age. 1. Recognize That It’s Mostly in Your Head A significant part of Ellie’s challenge stems from internal dialogue rather than external facts. As I reminded her, rarely will a prospect openly declare, “I don’t respect you because you’re young.” Instead, we often impose that narrative on ourselves. Negative Self-TalkTelling yourself, “They’ll never take me seriously,” can become a self-fulfilling prophecy. When you believe you lack standing, that energy radiates, and prospects pick up on it. Flip Your MindsetMost professionals—older or otherwise—care primarily about whether you can solve their problems, save them time, or increase their revenue. Your birth year is less important than your ability to address their business needs. 2. Win Through Questions The simplest way to defuse insecurities about age or experience is to ask better questions. Listening is far more powerful than talking in most sales situations. Tap Into Their ExpertiseIf they’ve been in the business for decades, demonstrate sincere curiosity: “How have you seen this industry evolve since you started?” or “What are some of the biggest shifts you’re preparing for next?” By making them the expert, you earn respect through authentic engagement. Use Youth as a StrengthBeing new or younger often means a fresh perspective. Admit what you don’t know and say, “I’d love to learn from someone with your track record. What advice would you give to someone like me?” You’ll be amazed at how many seasoned pros want to mentor enthusiastic newcomers. Don’t Fear “I Don’t Know”If you get a technical question you can’t answer on the spot, say, “That’s a great question. I’m not 100% sure, but let me check with my team and get back to you.” This approach does two things: it proves you’re honest (rather than bluffing), and it gives you a solid reason to continue the conversation later. 3. Relaxed, Assertive Confidence—The “Jedi Mind Trick” If there’s a secret weapon in sales, it’s projecting selling confidence. But this isn’t about memorizing every rebuttal or faking bravado. It’s about becoming relaxed and assertive enough to handle anything that comes your way. Rely on Frameworks and Processes Know the steps you’ll take to open a call, overcome objections, or ask for the business. When you trust your proven framework, you’re less likely to freeze under pressure. For instance, if you have a system for handling objections, you’ll approach objections with calm anticipation rather than dread. Practice and Role-Play Just like athletes rehearse plays, sales pros need to rehearse calls. Role playing with a manager or teammate builds “muscle memory.” When real-world situations or questions arise, it’ll feel familiar—something you’ve already navigated. Overcome Obstacle Fear Face the age-gap issue repeatedly until it no longer feels daunting. Think of it as exposure therapy. The more you engage with senior-level buyers, the more you realize they’re just people with specific needs and pain points. Keep Your Pipeline Full Nothing nurtures confidence like having multiple deals in progress. A robust pipeline means you can approach each conversation without desperation, which projects a sense of calm authority. 4. Rewiring Your Internal Scripts

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