Does Your Customer Have Buyer Fears?
My belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process. If you don’t overcome buyer fears, you
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.
My belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process. If you don’t overcome buyer fears, you
So What? It was the worst sales call of my life. I walked into my first appointment with a prospect in Dallas all pumped up to build a new relationship, talk about their needs
Is your ego unhealthy and destructive or healthy and sound? Does it destroy business connections and sales opportunities? Does it build relationships and create high levels of trust? Size Matters—How Big Is Yours? There’s
Even in Sales there are NO Quick Fixes Social Media and available technology have changed our world and the way we do business and it has made us more impatient. Now, more than ever
CRM as a strategic advantage Implementing CRM across your sales organization is a big and exciting deal. After what was likely a long needs-analysis and a long period of researching the various CRM options,
No sales rep ever lost a deal or an account for out-hustling the competition. It’s important in all aspects of business to work hard and give it your all. But in sales, it’s essential.
What Kind of Sales Coach Are You? Some sales managers are so focused on their salespeople’s performance and their improvement that sometimes they lose sight that they too could benefit from some performance improvement.
Some words of wisdom from the Wizard of Oz. Since lions are supposed to be “The Kings of Beasts,” the Cowardly Lion believes that his fear makes him inadequate. He does not understand that
If you are in sales, charisma can have a major impact on the way your potential customers treat you and deal with you. Five Secrets to Sales Charisma Charisma sells! Sales charisma is as
If you are an entrepreneur interested in expanding your small business, then here are seven tips for growing your small business on a budget. Just because you don’t have the money to spend on
3 Customer Service Secrets How would you rate your cell phone company’s customer service? How about your cable TV customer service or your computer company’s customer service? What word or words would you use
The Sales Connection Salespeople know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet executive buyers believe only 8% of salespeople are focused on