Your CRM says the quarter is safe. So why does the forecast keep slipping? Sales Gravy Master Trainer Jessica Stokes joins Jeb Blount Jr. to explain why so many pipelines look bigger than they are, and why deals without a confirmed meeting on the calendar are the first to stall. They dig into the fear that keeps reps clinging to dead deals, a simple 15-minute calendar invite that gets quiet prospects to respond, and how Jessica became her team’s top seller with the leanest pipeline. Whether you carry a quota or coach the people who do, you’ll know exactly which deals are real after your next sales pipeline review.

👉 Download our Free 7 Step Guide to Building Effective Prospecting Sequences

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

💻 Enroll in Sales Gravy University Courses with Jessica Stokes

🔗 Watch the full episode on YouTube!

What should you say on a cold call to book the appointment?

In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount takes a question from Ryan, a real estate agent in Brooklyn, New York, who prospects expired listings and FSBOs and wants to know how to structure his because statement to land more meetings.

Jeb’s advice is to get direct. An expired listing came off the market because it didn’t sell, so call it like it is, lead with the value you bring, and ask for the meeting with a specific time. When getting in front of the seller wins you the listing most of the time, the call has one job: book that meeting.

What You’ll Learn:

• How to write a because statement that books appointments on cold calls
• Why passive openers and permission-based questions invite objections
• How to use the prospecting pyramid to organize your call list
• Why FSBO prospecting is a relationship you nurture until the seller is ready
• Why in-person meetings convert better than phone conversations
• How to ask for the appointment assumptively

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Submit your question: salesgravy.com/ask

Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills

Grab your tickets for OutBound Conference

Follow Jeb Blount on LinkedIn

Colonel Sanders heard no more than a thousand times while sleeping in his car. Stephen King needed a spike to hold all his rejection letters. Steve Jobs got fired from his own company. Jeb Blount breaks down what salespeople can learn from people who got rejected more than anyone, and why the reps who make the most money are the ones willing to hear no the most.

👉 Download Our Free Playbook for Selling to the Four Types of Buyers

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

🔗 Follow us on LinkedIn!

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