4 Psychology Supported Sales Techniques
Because customers are people, first and foremost. And since people are driven by emotions, when they are approached with a cause they believe in, they are compelled to take action. The ability to champion
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.
Because customers are people, first and foremost. And since people are driven by emotions, when they are approached with a cause they believe in, they are compelled to take action. The ability to champion
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in
He wanted to know me and to build trust. He wanted to know I was there for him whenever he needed information, advice or just someone who would go to bat for him. Unfortunately we don’t
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes,
Succeeding in sales requires a lot more effort than it used to. I love watching sports highlights on television, especially segments like “Plays of the Month”. What always stands out for me is the
It is a proven fact that when a customer comes into a business and asks specifically for a particular salesperson, the closing percentage is 60% or higher than a person who is drawn in
The time and energy you devote to things that are outside of your control is better spent in areas where you have control. We don’t get to choose what happens in the areas where
How then do we make coaching conversations productive, efficient, and less stressful for the coach and coachee? With a bit of forward thinking and action and these 3 sales coaching hacks: We all know
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