This is the sales gravy podcast. I'm Jeb Blunt, best-selling author of fanatical prospecting sales

EQ, objections, and ink, and I'm here to help you open more doors, close bigger deals, and rock your

commission check. On this episode, I'm talking with Michelle Rockwood, who is an expert on sales messaging,

sales conversations, and she helps people who don't always know how to sell, have deeper

conversations with their clients and close more business.

Before we get started, this episode is sponsored by Vidyard, one of my favorite apps.

You just pick up your phone, shoot a short video, and you send a message to your prospect or client,

thanks somebody for doing business with you. It's super easy, and you can learn more about

Vidyard, in fact, you can get a free Vidyard account. If you go to vidyard.com,

ford slash sales gravy, that's vidyard.com, forward slash sales gravy,

that's vidyard.com forward slash sales gravy. Michelle, welcome to the sales gravy podcast.

Thank you so much for having me here. I love that introduction.

Well, I'm really interested to spend some time with you because you have made a name for yourself working with people

who don't know how to sell and teach them that, like, it's not that hard. So let's start off

with a question that I get all the time. I bet I get this on 10 podcasts that I'm on. I'll get

a 9 out of 10 times. And they just say, you know you were you born to sell or did you learn how to sell?

And my answer is always I have the talent to sell. There are some people who just don't have

the talent to sell. There are people who probably should be better off in a dark room away from

people. But I say most people have the ability to connect with other people. They have empathy.

They can have a conversation. They just weren't taught how to do it.

So yes, I have the talent to do my job, no different than a person who is an athlete has

a talent to play golf or play basketball or play football or someone who is good at finance

...