This is the Sales Gravy Podcast.

I'm Jeb Blunt, best-selling author of Fanatical Prospecting SalesEQ, objections and inked,

and I'm here to help you fill up your pipeline, close bigger deals, and rock your commission check.

Every time I turn on the TV, every time I look at social media, there are lots of reports

that people are confused. And that makes sense. It's natural to be confused when you're faced

with the threat of this magnitude, a crisis like this, chaos like this, and your livelihood,

your job, even perhaps your home, and your family are being threatened.

And in the face of threats, human beings typically have three responses.

We either fight or we run away or we freeze.

And confusion is freeze.

And from an evolutionary standpoint, freeze is bad because freeze is what gets you

killed. Confusion is freeze. Confusion is dangerous. Confusion is no direction. Confused is the enemy

of determination and action. It is the enemy of moving forward. It is the enemy of momentum.

And right now, more than anything, you need momentum. You need determination. You need

action. You need to turn on your fight response. Running away won't solve anything. If you run and hide,

you're done. If you freeze, the crisis is going to run right straight over you. But if you take

action now, if you get determined now, if you decide that you are going to go

forward, you're going to pick a path, then you will win. When the military teaches soldiers how to

respond on the battlefield, one of the key tenets is to keep moving, continue mission, Charlie Mike.

And the reason that you're taught to keep moving is that movement momentum will save your life.

Being confused, slowing down, freezing in the middle of a battle is a desinence, and you'll get

yourself and the people around you killed. And make no mistake. Right now, we are in a battle.

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