Why Prospects Jump Straight to Price and How to Take Back Control (Ask Jeb)
Sales Gravy: Jeb Blount
Jeb Blount
4.7 • 612 Ratings
🗓️ 28 April 2026
⏱️ 14 minutes
🧾️ Download transcript
Summary
When prospects jump straight to “How much does it cost?” it’s usually a sign you’ve lost control of the conversation. In this Ask Jeb episode, Jeb Blount breaks down how to handle early price questions with confidence, avoid sounding desperate, and redirect the conversation toward value so you can secure more appointments.
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Transcript
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| 0:00.0 | This is the sales gravy podcast. Hi, I'm Jeb Blunt, best-selling author, fanatical prospecting, |
| 0:10.8 | objection, sales EQ, and ink, and I'm here to help you open more doors, close bigger deals, |
| 0:16.4 | and rock your commission check. |
| 0:25.9 | Welcome to Wisdom Wednesday on the sales gravy podcast where you bring me your biggest sales and leadership questions, and I give you my very best answers and advice. |
| 0:30.3 | Today I'm talking with Cindy, a sales rep who switched to a new industry, and is having a |
| 0:34.9 | challenge getting meetings with prospects. |
| 0:37.2 | Let's find out what's going on. |
| 0:40.8 | Cindy. |
| 0:41.9 | Hey, Chip. How are you? I'm doing good. How are you doing? I'm great. Awesome. So nice to meet you. |
| 0:48.3 | You too. Wow. I've been, gosh, 10, 15 years. I don't even know how long I've been reading your books and taking sales craving courses. |
| 0:59.3 | Cool. |
| 0:59.9 | Well, you are so awesome. |
| 1:01.1 | Well, thank you, first of all, for taking courses on sales gravy, and really thank you for reading my books. |
| 1:05.0 | I appreciate it. |
| 1:05.7 | It's cool to meet you, too. |
| 1:07.0 | So tell me about your question. |
| 1:08.9 | Yeah. |
| 1:09.3 | Well, you know, I've been in sales for almost 20 years, advertising sales, media sales, |
| 1:14.8 | and I think I've maybe been a little bit spoiled up until now because I have not had to do a lot of cold calling. |
| 1:22.8 | I had a large territory with lots of accounts and, you know, |
| 1:27.6 | prospected, but now I'm in a new industry, |
| 1:30.8 | home improvement industry, and I have to go out and find all my own |
... |
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