How to Build YES Momentum
Using tie downs is also instrumental in building that all important yes momentum. If the prospect keeps agreeing with you, then you can feel confident at the end in asking for the sale. Tie
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.
Using tie downs is also instrumental in building that all important yes momentum. If the prospect keeps agreeing with you, then you can feel confident at the end in asking for the sale. Tie
Great managers lead by example. They start off each day by making sure everybody is ready to do business. They start with a daily meeting making sure that they have a positive attitude, set
Let’s talk about basics. Everybody is always looking for the secret ingredient that magically turns opportunities to clients. Some are seduced by technology – Blackberries, Facebook or even Twitter. Others become seminar junkies looking
The difference between a good headline and a feeble headline is success or failure. It doesn’t matter how good your advertisement is if it doesn’t get read. Many marketers spend hours and hours (or even
As a call screener, my job is to protect the time of the decision maker that I work for – so I need to make sure I’m not passing through calls that are going
When everything is rosy, sales should be booming and the showrooms should be busy. So, it might seem odd to say that NOW is the time to look for new opportunities. The truth is,
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