What the Price Objection Really Means
What is the real objection to buying your product? The “price is too high” is usually just a smokescreen to some other objection. Ask the right questions and you’ll get the answer. Do they
Welcome to the Sales Gravy blog, where salespeople and sales leaders get better every week. We publish new sales training articles and podcast episodes three times a week, covering prospecting, cold calling, objections, negotiation, and leadership, written by Jeb Blount and the Sales Gravy trainer team.
What is the real objection to buying your product? The “price is too high” is usually just a smokescreen to some other objection. Ask the right questions and you’ll get the answer. Do they
The Question Every Sales Leaders Must Asnwer Do your people understand what they are accountable for? Most people will answer, “yes,” yet most of the time people make mistakes or fail to meet expectations
Top performers are more creative than your average salespeople. They seem to come up with unique ideas to prospect, find ways to enhance client relationships and they close more effectively. Sales leadership requires creativity
With a positive attitude, you can accomplish almost anything. Positive breeds positive and negative breeds negative. How does management motivate every salesperson to view each connection as an opportunity to make a sale? Salespeople
This stall sets up one of the most frustrating parts of sales – the chase. Think about it: how many times have you sent off your information and, when you’ve been fortunate enough to
Salespeople need to leverage themselves. As a sales manager, you must not only educate your team on this, but monitor your team’s actual activity. Recently, I presented a web cast to a number of
You are going to hear “no” every day. You can choose to let it beat you down until you are looking for another career path, or you can see the opportunity it affords you.Â
To make a difference in performance, businesses must look at the daily traffic count. These numbers, the right numbers, enable changes to be made and problems to be addressed in real time. The traffic
So often we are faced with no responses to our emails and voicemail messages. What to do? Mike Brooks has the answer with specific email and/or voicemail message scripts and protocols that work. If
Tips on how to provide excellent customer service: treat every customer like a guest in your home, never grow complacent, look through your customers’ eyes and continually look for ways to improve. French novelist
If you are not following a prepared and effective approach, then each time your prospect answers, you’re suddenly like Jim, “wrestling with the alligators.” If you take the time, however, in the safety and
To attract top notch sales professionals, businesses must start with the basics, think about what keeps good employees on staff, and cover all the bases. Only then can they start developing all-around sales professionals,