Don’t Waste Time On Over-Customization Creating custom proposals for every single prospect you meet with can result in time delays, risking the chances of you closing the deal. While you’re building a custom proposal,
“Runner’s High” For Salespeople The same way that endorphins play a role in supporting our physical well-being, they can also improve performance and reduce stress in our sales day. Starting and finishing your day
Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it’s the little things that close the sale. Do research on who you’re trying to sell to and a personalized follow-up email after
The Case For Catching People Doing Something Right By making an effort to reach out for positive reasons and engaging in conversations that go beyond work, you’ll build a stronger and more meaningful connection
Art Munin, Ph.D. from Liaison International is the guest on this episode of the Sales Gravy Podcast, hosted by Sales Gravy Master Trainer, Gina Trimarco. They discussed Munin’s transition into a sales career. Munin
Having A Common Sales Language Prevents Miscommunication The language we use is key to the success of all sales organizations. Most companies share a common corporate language, and that lingua franca is English. Even
Mastering The Art and Skill of Sales Negotiation Negotiating is one of the most important skills you can learn. However, by understanding the common difficulties faced during negotiation and arming themselves with the right
Want To Be More Successful in 60 seconds? Maximize your sales success potential by making your minutes matter. A minute isn’t a lot of time…just 60 seconds. What you do with those minutes can make
Why Leadership May Be The Most Important Sales Trait “Sales is leadership and leadership is sales.” It’s been said that to be a successful salesperson, not only do your listening skills have to be
I’ll admit it’s an individual call, dependent on any number of factors, but here’s the deal as I saw it. As a salesperson, I can’t make excuses and I have to be in control
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes,
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in
It is a proven fact that when a customer comes into a business and asks specifically for a particular salesperson, the closing percentage is 60% or higher than a person who is drawn in
Sales Myth: If I provide great customer service I will never have to prospect Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing.
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I
As a call screener, my job is to protect the time of the decision maker that I work for – so I need to make sure I’m not passing through calls that are going
Just like salespeople create a daily action plan for sales, salespeople should plan to prospect. Set the goal – what outcome is desired from prospecting? Be sure the goal is “SMART” – Specific, Measurable,
The important part is getting the readers to reply. If you can start a conversation with a prospect, even just over email, your chance to close the deal skyrockets. You and I both know you
Understanding how to create an impression that stands out is the way to close the sale in 10 seconds or less. Actually, great sales people can do it even faster IF they make a
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
In this article, Mike Brooks encourages sales teams to ask themselves what’s really holding their prospects back from buying. The holidays are upon us and guess what? The teams I’m working with are still
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
If you don’t invest the time and effort in your projects, you will not enjoy exceptional results. Doesn’t your business deserve the most impressive product possible? Have you ever made spaghetti sauce from scratch
In a world that’s getting noisier by the day, the longer you wait to reveal yourself, the likelier it is that you’ll find yourself stuck in the visibility vacuum. For months (or maybe even
To be spectacular is to be different. Do you encourage your employees to be different, to do different? Are you encouraged to be or do different? There is great honor in being the first
Chris Beall, CEO of ConnectAndSell, and Jeb Blount, CEO of Sales Gravy, discuss the economics of building and running highly productive sales teams. As with virtually every aspect of our world, even the field
If you don’t like to sell, it means that you are doing it wrong. Stepping in with courage and determination into a sales conversation is the most powerful aspect of your business. The biggest
