12 Tips to Close Your Deals in December
It’s December! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast, but don’t
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.
It’s December! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast, but don’t
If your customers don’t know all the work you could be doing, that’s when you discuss some of the other services you offer. Your customers can’t buy what they don’t know. The best time
Knowing who your decision maker is will help you customize your message and it will enable you to speak directly to their needs and the industry challenges. That is why research is essential when
If you’ve got your sights set on becoming the best salesperson in your company, take a few pointers from people who are already doing it. Create a consistent schedule and stick to it. Then,
The point of relevant rapport is that your prospect will like you more and trust you more if you show an interest in their problems related to business, rather than their problems or activities
I told him that years ago, my first sales manager, Peter Brooks, taught me a lesson that I’ve always remembered – even to this day. He told me that the people we were selling
A concentrated and dedicated sales training program can often mean the difference between success and failure. When considering a training program, it is vitally important to include every employee, not only on the skills
In every book on sales management, especially those that are focused on recruiting and interviewing salespeople there are always tools, sample questions, salesperson assessments and descriptions on various techniques used during the process. In
There are mistakes a sales manager can make, and then there are the biggest mistakes a sales manager can make. Check out these four costly, and sometimes irreparable, mistakes and then do your best to avoid them.
The good thing about using the overhead technique is that you don’t actually have to learn anything new to try it out. All you really need to do is position yourself so people “overhear”
If your sales script is no longer working, don’t toss it in the trash. Breathe new life into your script: be sure it includes the right components and avoids the wrong ones. Sales scripts
Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. If you are unfamiliar with this concept essentially the