Dig Deeper! Questions that Solve Customer Issues
Customers Goals It’s the early 80’s. The first sales call of my career. I meet a prospect for the first time. Knowing the importance of gaining the customer’s insight first, I start by asking
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.
Customers Goals It’s the early 80’s. The first sales call of my career. I meet a prospect for the first time. Knowing the importance of gaining the customer’s insight first, I start by asking
LinkedIn recommendations and endorsements can serve as much-deserved praise for the skills, expertise, and abilities you do have. Are you cheating about your skills? If you’re active on LinkedIn (and what sales professional isn’t
Do you want a happy new year in sales? Adding the human touch can only increase brand equity. If we get back to basics the money will follow. Measure Your Success at the Holidays
Understanding Your Clients Strategically shortening your sales cycle has nothing to do with making more phone calls but everything to do with understanding your audiences and their situation. During a prospecting call the other
Pitch-slapping someone will never earn trust and motivate people to buy from you. Unfortunately, many companies are still using outdated sales pitches as their selling strategy. Stop the Sales Assault Today’s consumers don’t want
Recruiting is Prospecting with a capital P. Sales people are responsible for the lifeblood, the income, the health of your company and the sales talent you hire is only as good as your company’s
Professional sellers need to guide every conversation towards the unique value they bring to their customers. Only the customer can decide what value you provide as compared with the competition. Building Value One of
This stress-free and mature way of doing business will create an environment where sales people can be more honest, prospects will share authentic feedback and there will be no disappointment because honesty results in
Having leads is wonderful, but if you can’t convert these leads into sales, you’re wasting your time, money and energy. The problem begins when business owners are missing the skill that will effectively convert
In a consultative sales environment technology should only be utilized to support the sales process, but never to replace it. People want to feel special and they don’t want to be viewed as a
Help for the Blind Spots At a recent client meeting we discussed the need to create a Board of Directors. It is a difficult task to find the right individuals and more difficult for
Every day I get calls from salespeople from all over the world who seek my help. They all have a story to tell. Alas, all too often it’s a story of “woe is me”: