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.
Losing Sales or Gaining Clients? The sales world can be a lot like dieting and working out. Sales, like dieting and working out, takes dedication, commitment, discipline and knowing when you are off track.
Do not try to overcome the initial resistance you get when closing, instead, be prepared for it and earn the right to present your product or service! So, When is an objection NOT an
Don’t let the lies, bad excuses, poor reasons and damaging justifications get in the way of selling yourself and your professional services. If you want to succeed, you must never let these lies leave
Years ago I learned a technique so simple, so powerful that the first time I tried it I couldn’t believe how effective it was. In fact, at first it was so simple that I
The best sales come from building solid relationships, and solid relationships hinge on revealing who you really are. The More Authentic and Genuine you are, the more you’ll Sell Do you put on your
Consultative sales people don’t push features – they identify needs and create a solution that is of value to that particular prospect/client. Buyers working with committed consultative sales professionals will never feel “sold to”.
If you can learn this key difference, you’ll stop fighting with prospects, and you’ll begin setting more appointments. And isn’t that the real objective of an appointment call? If you set appointments by phone,
By working through the sales process and information with your buyer, you keep yourself from being a pesky poker and position yourself as a trusted and collaborative resource they will buy from again and
Using stories is an effective tool when selling, as you are working to engage your prospect in your solution. You want them to see the benefits you offer, and the more you can connect
If you’ve been in sales even a day, then I’m sure you know what I mean. If you don’t know how to avoid those rapid fire objections, then I know you’re hating life, too.
Facebook has been effective for B2C, but I have yet to see the value in a B2B environment. Blogging, Twitter and all the other micro-blogs are great for information sharing and thought leadership, but
You can’t close an unqualified lead, so stuffing more of them into your pipeline isn’t going to get you the results you want. In fact, it will just cost your company more money, frustrate
