Philip is a character licensing agent in the Philippines. He can close a deal in two weeks when a prospect already loves the brand he represents. But when he goes outbound to companies that do not know the character? He gets ghosted after the proposal every time.In this episode of Ask Jeb on The Sales Gravy Podcast, Jeb Blount explains why Philip's problem is not a closing problem at all. It is a qualification problem that has to be solved at the very start of the sales process.In this episode, Jeb covers:Why fast buyers and slow buyers require completely different sales approachesHow to identify a seeker before you hand over your best leverageThe investment principle and why multiple checkpoints close more deals than a single proposalHow to test engagement at every stage so your pipeline only carries deals that are actually movingIf your deals are going quiet after you send proposals, this episode will change how you run your entire sales process.Have a sales challenge you want Jeb to answer? Submit your question at salesgravy.com/ask and you could be featured on the next Ask Jeb episode.

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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