How to Avoid Product Pitching
That stumped him. And that’s the whole point. Most sales reps sell just like he does: leading with features and benefits sure that if they just say the right one or ones, in the right
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.
That stumped him. And that’s the whole point. Most sales reps sell just like he does: leading with features and benefits sure that if they just say the right one or ones, in the right
What you want to do is offer value in your visit or demo, and then leave it up to your prospect to decide if it’s worth taking your call or visit any further after
So, what is the front line sales manager’s job? Simply stated, it’s maximizing the performance of each person on their team. The only way sales managers achieve their goals and make their numbers is
I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed
Be a true leader and use these 13 rules to ensure your business not only survives, but thrives, in any economy! Adversity is just a road to success – you have to learn from
Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to
First of all, I don’t enjoy gambling; and second, I really don’t know how to read a horse racing program. When it comes to betting on a horse race, I tend to look at
Wouldn’t you like to know a better opening? Wouldn’t you like to find something that doesn’t sound salesy, yet still breaks the ice and gets your prospect to respond positively? Nothing signals a sales
The key to any sale is getting your prospect to tell you how to sell them. If you can do that, you’ll make your job much, much easier. Today it seems to be harder
Sometimes salespeople do some pretty thoughtless things that make people roll their eyes. Your prospects might not roll their eyes–they just might think that they should. I can promise you that they’re not going
Winners focus on what will go right, not what will go wrong, losers see the sand traps around every green, winners see only the greens—go for the pin! Last week after speaking at a
If you’re going to go to all of the trouble to engage with the prospective client in the process of changing and potentially buying from you, then there is no reason to take half