This is the sales gravy podcast. I'm Jeb Blunt, bestselling author of fanatical prospecting and sales

EQ, and I'm here to help you open more doors, close bigger deals, and rock your commission check.

In episode six of my conversation with Lee Saul's on sales differentiation, we talk about this pivotal

moment in the sales process when the buyer asked for references and how to handle that and to make

sure that in the process of handling that and giving them references, you are truly differentiating

yourself compared to your competitors.

Before we get started, though, I'm going to share my team's secret for connecting with hard-to-reach prospects.

You know the ones that don't return phone calls, don't respond to email, don't let you in the door, and put up a wall anytime you're trying to connect with them and their company.

We use a tool called Outbound Cards.

With Outbound Cards, with a simple click and a swipe on an app, we can send a personalized card that gets our prospects attention anywhere, anytime, from any device.

I want you to go check it out, and you can try it for free. Go to OutboundCards.com. That's OutboundCards.com

and click on Send a free card.

And there is absolutely no obligation.

And I promise, when you start using outbound cards,

you are going to be amazed at how it makes you stand out compared to your competitors.

Now, here's episode six of sales differentiation with Lee Saul's.

Thank you. differentiation with Lee-Salls. There's this moment in the sales process that causes a lot of anxiety.

And it usually happens at the point where you are delivering a proposal, you sit down

with your prospects, you go through the process, you've done everything right. And they say this

looks really, really good, maybe have some references. And keep in mind, these are the informed

buyers that people talk about that have done all their research in advance. So they should know

everything about you. Yet at the proposal point they say Lee I'm gonna need some

...