171 (Sell): How Jeb Blount Smashes In-Person Meetings (Jeb Blount @ Sales Gravy)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When getting in person, try to dress the same "level" as your customer's office attire. When in doubt, dress one notch nicer. Use the right communication tool for the job. Synchronous conversation wins. Use this decision criteria for when to meet your customer in-person: size of deal, proximity to your location, and stage in the sales process (discovery phase is ideal). Before the meeting, ask yourself, “What is the micro-commitment I want from the prospect at the end of this meeting?” PATH TO PRESIDENT’S CLUB CEO @ Sales Gravy Author of People Follow You: The Real Secret to What Matters in Leadership Author of People Buy You: The Real Secret to What Matters Most in Business Vice President of Sales @ KGB RESOURCES DISCUSSED Join our weekly newsletter Things you can steal