What to Do When Your Prospect Says No
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
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.
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
To truly motivate and create a positive attitude, sales contests must be based on the current performance level of every team member and reward for improved performance. Rewarding sales teams with money has long been a motivational
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
Let’s face it – if services or products are more or less the same, then prospects will buy from the people they like, know or trust. Your enthusiasm and belief for your product or
In the chaos of daily priorities managers often forget their most important responsibility: Developing their people. Overlooking this core leadership imperative sub-optimizes the performance of their team. A manager’s primary job is to develop
So what can you do to make your calls sound different? What can you do to give yourself a fighting chance to engage your prospect and perhaps even begin a conversation? Here are five
Is there anything within this specialized world that is valuable for the continuing evolution of successful salespeople? The quick answer is yes. Here is what first responders do that will help you in sales. It