Every SDR gets nervous when picking up the phone to talk to a prospect. We get scared of pushing too hard and getting a rejection, and we worry about offending our prospect or making them uncomfortable. How do you manage your own disruptive emotions so that you have the ability to influence the emotions of other people?

On this episode of Predictable Prospecting we’re joined by Jeb Blount, founder and CEO of Sales Gravy and author of Fanatical Prospecting and a new bestseller: Sales EQ. We’re discussing how to push past the flight or fight response that comes up when talking to clients and how to manage the emotions that make prospecting difficult.

Episode Highlights:

• Jeb Blount’s inspiration for writing Sales EQ
• The fight or flight response in sales
• How to control your own fear and anxiety while on the phone with a prospect
• The Universal Law of Awareness in Sales
• Identifying the different types of intelligence and making them work for you
• Doing qualification the right way
• Walking away from a prospect that doesn’t value your time
• The differences between having discipline and having habits
• Jeb’s steps for continuing your education

Resources:

Books Mentioned:

 

• Insight Selling by Mike Schultz and John E. Doerr

• Challenger Sale by Matthew Dixon and Brent Adamson

• Thinking Fast and Thinking Slow by Daniel Kahneman

 

 

Jeb Blount: 

• Fanatical Prospecting

• Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal 

• Visit SalesGravy for resources from top sales professionals
• Check out Jeb’s personal website for blog posts and other content
• Follow him on Instagram, Twitter, Facebook and Linkedin