Ep154: Discover the Power of Discovery

<p>Most sales reps think discovery isn’t sexy: Closing the deal is. But “Deals are won or lost in discovery,” cautions Sales Gravy CEO Jeb Blount, today’s podcast guest. This successful author of 15 sales-related books advises that “80% of your time in the sales process should be in discovery,” especially during a recession, when the discovery call becomes even more important. In this second of two interviews with Jeb, our Market Dominance Guys’ hosts, Corey Frank and Chris Beall, share sales-success nuggets taken from Jeb’s most recent book, Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times. You’ll want to listen closely as these three like-minded sales gurus explain their own discovery-call practices for establishing trust and how they get prospects to open up to them. All of this and so much more in today’s Market Dominance Guys’ episode, “Discover the Power of Discovery.” ----more----</p> <p>Listen to the first half of this interview here:</p> <a href='https://marketdominanceguys.com/e/how-to-dominate-your-market-in-a-crisis/'>Ep153: How to Dominate Your Market in a Crisis with Jeb Blount</a> <p> About Our Guest</p> <p>Jeb Blount is CEO at Sales Gravy, Inc., which is a global leader in sales acceleration and customer experience enablement solutions. He is the author of 15 sales-related books, including his most recent release, <a href='https://www.amazon.com/Selling-Crisis-Motivated-Increase-Volatile/dp/1394162359/ref=sr_1_1?crid=3RPVI71QGXUYG&keywords=selling+in+a+crisis&qid=1666541463&qu=eyJxc2MiOiIwLjU1IiwicXNhIjoiMC4yMCIsInFzcCI6IjAuNDEifQ%3D%3D&sprefix=sellng+in+a+crisis%2Caps%2C157&sr=8-1'>Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times</a>. Jeb is also the host of the Sales Gravy Podcast, the world’s most downloaded sales podcast. </p> <p>Full episode transcript below:</p> <p>Corey Frank (01:19):</p> <p>Getting to discovery is one of the things that we certainly do here at Branch 49 and Chris's insistence all those years ago is we'r