Five Ways To Get A Commitment On The First Call
Getting A Commitment In Your First Meeting With A Prospect If a prospect isn’t willing to commit to something now, what do you think your chances are of getting them to sit through a
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.
Getting A Commitment In Your First Meeting With A Prospect If a prospect isn’t willing to commit to something now, what do you think your chances are of getting them to sit through a
How Would You Sell A Pencil? So, what is the most effective way to sell a pencil? Well, first let’s look at how most sales reps go about doing it. Telling Isn’t Selling If
Are you willing to do whatever it takes to reach your goals and dreams, build your business, climb the sales leaderboard at your company, or bounce back from failure? Lot’s of people have dreams
Fairytale Customers Don’t Exist Unfortunately, only in a Disney movie does Sleeping Beauty live happily ever after. In the real world, passively waiting for clients to court you and give you business is a
Three Sales Habits That Close More Business Let’s take a look at the top three sales habits of top producers and examine the neuroscience and emotional intelligence skills behind the development of success habits.
10 Foolproof Tips For Getting Past Gatekeepers Every salesperson faces gatekeepers on prospecting calls. And every salesperson wants to get past gatekeepers. Beating Gatekeepers At Their Own Game One of the toughest prospecting challenges
On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so
Leaders Must Be Authentic Communicators These five tips for authentic communication can help build trust within an organization, especially when it starts with leadership. Whether it’s holding open dialogues, or sharing stories and passing
Are Sales Contests Worth It? Sales contests and promotions should be conducted with one thought in mind: Changing behavior to achieve a desired result or outcome. There are a few things to keep in
Sales Skills: In Class Vs. Out In The Field One of the biggest challenges for most organizations is helping salespeople execute in the field what they’ve learned in theory in the classroom. It is
Dealing With The Competition In A Professional Manner The discipline to deal with the competition in a professional manner is one of the hallmarks of the best salespeople. Every salesperson should think through and
The Truth About Dating and Sales Dating and Sales both require insight, skill, and discretion to know when people are truly interested. On a recent trip back from New Jersey, I had a conversation
No matter what type of company you have, there is always a need to find new customers. That’s what sales prospecting is all about regardless of the fancy name you give it. Early in
In this interview Jeb Blount and Douglas Burdett discuss why marketers and salespeople need to get up front and personal with proactive outbound prospecting on the Marketing Book Podcast. Here’s what Douglas had to say
Salespeople cultivate customers through prospecting and referrals; they convert customers into clients by establishing and maintaining a relationship that allows them to build a sense of trust. Times are tough – but as an
Prospecting Machine Jeb Blount and Adam H. Michaels talk sales, prospecting & more! The Lighthouse with Adam H. Michaels · Jeb Blount | The Prospecting Machine From dealing with crazy rejections to what makes a
The secret to an organized closet is to never bring in anything new unless you first get rid of something old. I recently sent out a survey to my colleagues, asking them to evaluate
The fourth quarter is prime time for sales teams. Manage Q4 well and you’ll make your number and more. Manage it poorly and you’ll pay for your mistake well into the new year. There
Succeeding in sales requires a lot more effort than it used to. I love watching sports highlights on television, especially segments like “Plays of the Month”. What always stands out for me is the
First, get over the fact about how you don’t want to text somebody because it may cost them. If that’s your reason for not texting, then you are a member of the flat earth
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
This year, the company I had been using for the last several years was unresponsive when I tried to schedule service. Coincidentally, I received an email from one of their competitors offering the same
Why do sales professionals who become aware of their sales approach not working continue to plunge ahead? An unfounded “expectation of success” appears to play a significant role in such cases. Recently, I finished
Simplicity equates to clarity.Simple will always beat out complicated. Have you ever researched a new purchase only to find that there are too many options? What did you do? Sometimes people delay the purchase
People buy for their reasons, not yours. Therefore, to be relevant and gain a competitive edge, you must connect your recommendations and solutions to measurable business outcomes that are unique to your prospect or
Baseball players and sales professionals don’t have much in common. However, Elite athletes and Ultra-High Performing sales professionals know their numbers because that’s where the MONEY is. In this video, Jeb Blount addresses the
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
Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases
“I’m not sure if I have the right people and I am not sure if they’re doing the right things.” — Every Leader I’ve heard this from countless CEO’s, Sales Leaders, and Business Owners over
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