If you're moving into sales from a completely different industry, you're probably wondering which matters more: how likable you are or how well you run your process.
In this Ask Jeb, Andrew, a former manufacturing supervisor from Manhattan, Kansas now building a sales career, asks Jeb Blount to settle the debate between people skills and sales mechanics.
Jeb breaks sales down into two forces that both matter: the poetry of messaging and relationship building, and the probability of running a consistent process. He explains why he'll bet on a process person over a "gift of gab" person almost every time, why tricks and tactics fail the moment a prospect sees through them, and why the one metric he tracks above all else is qualified first time appointments, the Moneyball number that predicts everything downstream.
What You'll Learn:
If you're new to sales and trying to figure out where to focus first, this episode gives you the framework to build your foundation the right way.
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