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.
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
Only the top sales reps use layering questions, and the reason they are so valuable is because they get your prospect to go even deeper into an area of interest they have —
Just like dating, your potential customers may lose interest and reject you. They may be shopping around to make your competitor jealous or they may simply change their mind. They may already be committed
In order to close sales in today’s economy, sales people must be different from the rest of the pack. By being authentic and aiming to understand your prospects, you come off as unique from
The true test of a business’s customer service fitness is not when things are going right – but rather what is done when things go wrong. The fact is the customer is not always
If you are in a position of authority and wish to become an effective leader, then find ways of developing or strengthening these four characteristics in yourself. Remember, everyone is counting on you for
