Sales Gravy: Jeb Blount

Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever. From Information Scarcity to Information Overload Not long ago, salespeople had the upper hand simply by having more data or insight than their prospects. Today, everyone has a blog, video, or TikTok to help them “figure it out.” This can leave a buyer believing, “I know just as much as you—so why should I trust your approach?” That’s where consultative selling comes in, but only if you do it right. Consultative selling isn’t about showing off your expertise. It’s about guiding the customer to understand the real nature of their problem—often one they didn’t fully realize or that’s more complex than they initially