When Selling In A Crisis, It Pays To Have a Right Now Mindset
Be Right Now When the economy turns sour, fear is palpable. In vain, amid the relentless stream of bad news, people search for certainty where there is none. All You Have Is The Present
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.
Be Right Now When the economy turns sour, fear is palpable. In vain, amid the relentless stream of bad news, people search for certainty where there is none. All You Have Is The Present
The Email Waiting Game Instead of playing the dreaded email waiting game, staring longingly at your empty inbox until your recipient can get back to you, opt for a more direct approach. Here’s a
Ever wondered how you can get the attention of that elusive, hard-to-reach prospect you’ve been chasing? You know the one. The big fish that is your ticket to President’s club and a huge commission
Be Careful About What Your Body Language is Saying People are watching and evaluating your non-verbal communication. You must be careful that you are not sending the wrong message. During a recent training on
If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. – Ross Mathews Selling
Set More Meetings Over the Phone With Stories That Engage Prospects When you don’t have a physical product to show use stories to improve telephone prospecting outcomes. Once upon a time . . .
The humble hand written thank you note is a powerful gesture that helps you deepen relationships with and retain customers. This is Jessica Stokes from my family farm in upstate New York. I’ve been
I am here at my family’s farm in upstate New York and I’m hanging out in one of my favorite places as a child. I am inside the barn. When we were kids the
“Me Focused” Top Performers Don’t Always Build the Best Teams Teams built around top performers who only look out for themselves under perform teams of average performers who are cohesive and look out for
Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s
Being Comfortable at Letting Things go Silent is the Key to Better Communication Skills There’s a moment in every sales conversation where it gets awkward. You know what I’m talking about. That moment of
5 Leadership Skills to Weather Any Economic Storm The storm clouds are brewing once again. We don’t quite know what is in store for us economically, but what we do know is that we
Salespeople sometimes treat LinkedIn like just another cold prospecting tool, and they end up engaging their prospects in a pretty abrasive way. A few weeks ago, I received a LinkedIn message from a user
The 3p’s holding you back from prospecting are: Procrastination, perfectionism, and paralysis from analysis. They are the enemies of prospecting and building pipeline in sales.
Douglas Burdett of The Marketing Book Podcast and CEO of Sales Gravy, Jeb Blount, dissect Jeb’s new book, Objections: The Art and Science of Getting Past No in this jam-packed episode. From becoming rejection-proof to understanding
Here are some of my favorite screw-ups. Those funny stories that I have seen many of my fellow sales professionals make – me included. Ever realize how much you can learn from watching other
Jeb Blount and Pat Hiban discuss what it will take to make 2018 your real estate business’ best year yet— setting solid sales goals and implementing better prospecting practices. In today’s competitive climate, it
How do you know when it’s time to give up on a prospect and stop hounding them, especially when you’re tasked with drumming up new business? Sometimes it’s hard to give up on prospects
Communication is always tricky. There are so many ways a conversation can be misinterpreted by either party. Both people in a conversation have expectations and objectives. “Buyers are liars…” I hear this a lot
In this economy, asking whether you need to sell online or in person is like asking which came first, the chicken or the egg. I was keynoting at a conference last week, when a
Sales prospecting can be tedious, intimidating, and terribly discouraging. Yet, it still has to be done. Why not make a game out of it and get past the boredom? You’ve probably heard the saying
If you’re going to bypass mid-level gatekeepers, you have to be strategic, and you also have to use the right tone & pace, so you can be perceived as someone who truly cares about
Whether you are just learning the language of sales or improving your game as an already successful SalesMaker, there are six timeless principles to keep in mind. The sales industry has changed dramatically over
I’m not ready to just toss voice mail out into the sales-o-sphere — there’s still hope and opportunity for it to hold a prime spot in the sales mix. But that will require a
Today’s sellers need to be agile and actively looking for problems and opportunities they can help their buyers address or capture. Have you ever thought about the type of sales role you are in?
Don’t confuse your sales role with role-playing. Role-playing sends most sellers running for the nearest exit. Everything Terry was taught about sales reinforced the idea that he had to be, “larger than life,” or
It’s when we humble ourselves and admit we could do better and continue to push our activities, efforts, and risk for being humbled that we find the greatness we can really achieve. I cringed
Want to build rapport quickly and get people to like you more? Notice, and bring up similarities. You can easily find out some useful info on a person’s LinkedIn profile or company bio if it’s
What’s wrong with focusing on your sales process first and your sales philosophy second, or just ignoring the whole thing? It’s all about the results you want vs. the results you will get. Have
Poor time management is the biggest challenge for new sellers. Your most finite resource as a sales professional is time. In our business we work with salespeople and sales managers of all levels. Recently,