Sales Gravy: Jeb Blount

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results. Podcast Takeaways The ability to listen actively and conduct effective discovery is the most important skill for salespeople. Authentic engagement is a direct result of great discovery, which is not possible without deep and active listening. Autopilot is the reason why many salespeople struggle to ask the right questions during the discovery call. Before every discovery call, salespeople should establish a clear desired outcome, create a list of criteria to frame questions, and prepare to lead prospects through the process. There are five questions that salespeople should ask in every discovery call, including tag on questions, statement questions, replay questions, clarifi