Sales Gravy: Jeb Blount

"I can't do that." How many times have you said those four words when facing a challenging sales situation? It could be picking up the phone to make that intimidating cold call. It could be asking for the close with a high-value prospect.  If you say 'I can't do that,' guess what? You're absolutely right. You won't. But here's what’s surprising: The solution is simpler than you think.  https://www.youtube.com/watch?v=ddjRyIHq6LA The Wisdom That Sounds Ridiculous (Until It Changes Everything) Thirty years ago, sales coach Steve Chandler heard a client say those familiar words: "I don't think I could ever do that." His response was four words that initially sounded absurd.  "Then don't be you." When Richard Fenton, co-author of "Go for No!," first heard this concept, he had two immediate reactions: "That's the dumbest thing I've ever heard," followed quickly by "That's the most profound thing I've ever heard." Think about it. When someone says they can't speak in front of a thousand people, what's the ty