2 Ways to Know When a Prospect is Lying to You
Do You Know When a Prospect is Lying to You? Your ability to know when a prospect is lying to you greatly enhances your effectiveness as a sales professional. Some people can’t tell 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.
Do You Know When a Prospect is Lying to You? Your ability to know when a prospect is lying to you greatly enhances your effectiveness as a sales professional. Some people can’t tell a
“Buy Today” Discounts Don’t Make People Buy, But “Buy Soon” Discounts Do Primary sales urgency is created by the need or want to own the product bases on how that product will benefit
The Cold Calling Conversation Dilemma You’ll need to elevate your conversations to get busy prospects to talk to you on cold calls. When you approach a new prospect, whether by email or cold calling,
When Telephone Prospecting Gatekeepers Happen Prospecting by telephone continues to be the most effective method of generating new business. It’s also the fastest path toting get blocked by gatekeepers. Still, many salespeople complain loudly
Video messaging is hot and it is a core component of effective prospecting sequences because it works! At Sales Gravy we love using video messages to grab the attention of prospects. Our favorite tool
How To Open A Prospecting Call Besides being very busy, your prospects probably get a lot of sales calls every week, and many of them from your direct competition. So why would they want
An Account Prioritization System will help you avoid wasting time with customers that have the lowest growth potential and instead, focusing your time on the right customers at the right time. You already know
What Does It Mean To Give Your Customers The Red Carpet Experience? How many people are you losing because you treat even one person poorly? What’s at the heart of good or bad service? You
How to Make Your Emails Stand Out Want to get your emails returned? Who doesn’t… Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails
The Two Opposing Sales Philosophies After years of pursuing sales as a serious closer, I grew into what I refer to as an “of service” sales professional. While I’m still all about closing deals,
Are You Making These Content Marketing Mistakes? Increasingly, companies and sales professionals are becoming more reliant on content marketing to drive demand gen. Sadly, most content marketing is wasted because of simple mistakes. Don’t
How To Design An Effective Sales Call Plan You are supposed to sell in such a way that people would prefer to work with you over anyone else. You need to be known, liked,
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
Choosing which one to employ depends on what you’re trying to accomplish. Once you’ve made that determination, the decision is easy. I frequently recommend using lead generation, and then in the next breath mention
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
When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting