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.
Although every conversation presents you with an opportunity to ask better open ended questions, draw a very clear line between a coaching session, a strategy session, a deal review, your agenda and a performance
What you can’t fall victim to is negative thinking. That only leads to deflated attitudes, less activity, and poor sales skills. It tends to feed itself and you start looking for reasons to fail,
SALES SECRET #1: Customers do not care how much you know until they know how much you care. In the world of sales- there is no more important step in the process than probing,
Why do salespeople or sales managers never share with me the long-term outcome of such “price reduction” strategy? Because it never works out the way the salesperson or the sales manager initially believes it
A crisis is an event that is urgent and important. Crises require immediate response. Events that qualify for crisis management include September 11, 2001, the stock market crashes of 1929 and 1987, a child
Sales are the backbone of your business. If you are in business to make a living, you have to be out there selling. I can’t think of a single exception to the rule. The
In order to find out your “Price Investment Ratio” (PIR), you must do a deep dive with your existing customers to get them to tell you what your service means to them. Once you
Knowing the number of leads you need to achieve your revenue goal helps you determine what your lead generation strategy needs to be, too. It’ll be easy for you to figure out what you
Quick Summary To remain competitive, you must figure out how to keep your customers longer, grow them into bigger customers, make them more profitable and serve them more efficiently. They get more out of
In order for a goal to motivate you to work, you really have to want it; and only you really know what you want. What do your sales goals for the coming year
If you cannot reasonably expect to accomplish your “needs goal” at your next event, there is a problem with the fit of the event itself or the approaches you have selected for that event.
Why should anyone make a decision quickly if they don’t have to? More often than not, the buyers believe that by waiting, they will get a better deal. The salesperson will get scared
