This is the Sales Gravy Podcast. I'm Jeb Blunt, best-selling author of Fanatical Prospecting Cells EQ,

objections and inked, and I'm here to help you fill up your pipeline, close bigger deals,

and rock your commission check.

All right, we are back with the final episode in my series on Sleep and Sales Performance with sleep expert Jeff Kahn.

And on this episode, we discuss how sleep can make you a better and more convincing sales presenter.

Before we get started, though, I am super excited to tell you about my brand new book Virtual Selling.

It was released this week and went straight

to number one on the bestseller list. In virtual selling, I give you the seven technical

elements of video sales calls and the five human elements of video sales calls that will help

you engage remote buyers and differentiate. It will teach you how to destroy your competition

in the virtual sales world. So go right now to

Amazon and download virtual selling. I guarantee this is one book that will help you make more money this

year. Now here's my conversation with sleep expert Jeff Kahn on how sleep can make you a better

sales presenter. A lot of salespeople have big presentations. Like you've got a big deal on the line. And you're going to go into a group of people. You've got your PowerPoint slides. Maybe you've been going in with a team. And you're anxious over it. You're running it through in your brain. I know that I used to do this too. And I used to win a lot of deals. Like when I was carrying a briefcase salesperson, because here's how, this is the process that I used, I would put the proposal together several days in advance. And then I would start rolling through those slides in my head, rolling through the slides of my head. And I never felt like, even today, I give these big keynotes, people pay me big bucks to go stand in front of

I always feel like when I go on stage I'm going to be a complete moron and even when I was doing

these presentations and my customers I would feel the same way but I learned in college that if I

studied really hard and then slept on it no matter how nervous I felt like no matter how much I

didn't think that I I knew the content that if I got a

good night's sleep that the next day for some reason I would just have it yeah same thing with

presentations if I went through the presentation just went through the slides the day before and I

didn't even have to master them just go through them and then get a good night's sleep the next day

everything would work why does that happen? And is that, is that, am I just making that up in my mind? Or is there's science behind that? And if there is science behind it, how can people, how can people use it to perform at a higher level? Yeah, no, it's a great question. And so what's happening? So if we were to look at your brain, kind of going through those slides, and then we were to image your brain at night, what you'd see is that, again, your neurons are rearranging, and they're actually taking the information and installing it into the brain. So it's going from short-term memory, which is you just, you know, remembering that slide, talking about it, talking out loud, and then it's going into

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