Sales Gravy: Jeb Blount

Elli in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence in selling when you’re dealing with people who are older and more experienced than you? Ellie’s question highlights a universal issue in sales. Whether you’re dealing with age differences or expertise gaps, it’s easy to feel anxious if your buyer is decades older or has been in the industry for a long time. Below, you’ll find practical strategies to bridge that confidence gap, project authority, and demonstrate a relaxed assertiveness that resonates with prospects of any age. 1. Recognize That It’s Mostly in Your Head A significant part of Ellie’s challenge stems from internal dialogue rather than external facts. As I reminded her, rarely will a prospect openly declare, “I don’t respect you because you’re young.” Instead, we often impose that narrative on ourselves. Negative Self-TalkTelling yourself, “They’ll never take me seriously,” can become a self-fulf