The Best Way to Handle a Grudge or Grievance
Don’t let wounds fester, and don’t let grievances grow. If you suspect someone is holding a grudge, but you’re not certain, see what you can find out. If you find evidence that someone is
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.
Don’t let wounds fester, and don’t let grievances grow. If you suspect someone is holding a grudge, but you’re not certain, see what you can find out. If you find evidence that someone is
The up sell is one of the easiest and most important parts of your presentation to script out. So many sales reps (like 80% of them), ad lib the up sell (whenever they think
Hey, sales – and life – isn’t always going to go your way. But when you can stop and appreciate how incredibly fortunate and blessed you already are, and get restored to what your
The biggest mistake that most people make in facilitating change is that they expect people to go from ignorance to action in a single step. The result is that they wind up introducing so
An entire industry has been created around goal setting with the promise that salespeople can sell more by setting better goals using better methods. The problem is that none of these traditional methods address
Selling can be broken down into its parts, and much can be learned from doing so, but to put those parts together in a convincing sales conversation requires the artful skill of a true
Salespeople have to be emotionally invested in their work with a burning desire to achieve. They must also believe that the company they represent is the best and the solutions or services they sell
Don’t Stop Chasing Your Dream! In the mid 1970s, a man named Sylvester had a dream of one day becoming a movie actor, but couldn’t find a talent agency in New York City willing
Here are 3 Ways to Peak your Prospect’s Interest Getting a prospect’s attention these days is quite challenging. Prospects are bombarded every day with calls, emails, direct mail and social media for meeting requests
Although it is important to be realistic about number of events at which you can exhibit, I would encourage you to consider your resources carefully. If there is an event that fits every criteria
How do you currently handle the brush off, “Just email me – or send – me your information”? Believe it or not, about 80% of sales teams I speak with actually shoot off an
If your pipeline isn’t full, you may be wondering how you can avoid and get out of that “sales rut”? In the age of social media there are more ways and opportunities to make