What Do You Do For Your Clients?
Too often we get so focused on what we produce or deliver, that everyone in the company loses sight of the real value of the product or service. Aligning everyone in the company to answer one question can
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.
Too often we get so focused on what we produce or deliver, that everyone in the company loses sight of the real value of the product or service. Aligning everyone in the company to answer one question can
During business hours, unplug the automated answering system. Answer phones the old-fashioned way. Consumer frustration with automated telephone systems, call screening, and poor telephone skills are at an all-time high. So high, in fact,
Your team wants to feel the energy and belief, as a Sales Leader work on this emotional transfer. Being a leader and having vision and communicating emotional is a Critical Success Factor in Sales
If no one opens your emails, then you have a problem! Use these strategies to turn your email campaign results around and generate higher quality leads. Even if you have a clean lead generation email
What you’re trying to do is isolate and uncover what the objection or stall is going to be at the end so you can position yourself to deal with it and advance the sale.
The most powerful question you can ask yourself is simply, “What is standing between you and a much bigger business?” There is one question I ask every single business owner that I meet. That one
Companies are stressing just setting an appointment with anyone who will listen, and then relying on the presentation being so strong that anyone with half a brain would jump all over it and buy.
The only asset you have that is in limited supply is your own time. When a slow customer takes up too much of it, you lose. The time you’re spending with them is preventing
Just like salespeople create a daily action plan for sales, salespeople should plan to prospect. Set the goal – what outcome is desired from prospecting? Be sure the goal is “SMART” – Specific, Measurable,
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