Prepare For The “I Don’t Have The Time” Objection
Because of the personnel cuts over the last 24 months, you’ve probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are
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.
Because of the personnel cuts over the last 24 months, you’ve probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are
Are you a manager or business owner looking for a way to have a better year? Follow these top five priorities to improve your sales team and make your revenue numbers for the year
I don’t know about you, but for me this is the time that I solidify my goals for the New Year. As always, I balance my goals and set them in all areas to
For this sales call, I was prepared. The program I was presenting to him that day included a new item that I knew in the back of my mind he didn’t need and would
So let’s discuss how to go about establishing an environment where excellence is expected. There are two components to this equation. The first is defining what excellence means to you and your organization, and
I once heard that someone who doesn’t read is no better off than someone who can’t read. In fact, if you’re like most people, much of your self-talk and attitude, through most of the
When I ask salespeople what value they bring to their buyers, I usually get a typical answer that is full of a lot of smoke puffery. When I ask this question of buyers, and
Walt Disney was arguably one of the most creative dreamers and determined men of the twentieth century. Walt understood the power of commitment and would frequently tell those around him, “When you believe in
Master the Art of Selling Value People don’t always buy based on the lowest price, and no one believes that the lowest price ever equals the best offer. Customers who buy a product or
Hank’s emails needed an extreme makeover to draw his message out and grab his prospects’ attention. As Hank changed his approach, he suddenly saw an increase in responses. Within one week, he’d secured an
It’s often said that knowledge is power – what should you know about your prospects that would have better prepared you for the outcome just described. It usually signifies a lack of preparation and
Sell to the customer’s value expectations, not to your value propositions. We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t