5 Reasons Buyers Throw Out Sales Objections
People buy from you, not because you understand, but because they feel understood. As a sales professional, I urge you to rethink NO. Who knows what buyers mean when they say no? I certainly don’t.
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.
People buy from you, not because you understand, but because they feel understood. As a sales professional, I urge you to rethink NO. Who knows what buyers mean when they say no? I certainly don’t.
Holding on price in a down economy is not easy, but it is doable, and, in fact, it is essential! Discounting on price is not a sales strategy. It’s an impulsive move made by
On this Sales Gravy Podcast, Jeb Blount (Fanatical Prospecting) discusses the danger of task saturation for Sales Professionals with Will Frattini of ZoomInfo. Prioritization is a big issue for salespeople who want to be
In the worst economic meltdown since the great depression, we need sales professionals on the front lines because you will save the economy.
In this crisis, it is ok to get down. That makes you human. It’s just not ok to stay down. If you can look up, you can get up.
In a crisis like this it is easy to move away from the basics that matter most in sales in the search of bright shiny things. The basics are boring but, in a crisis,
Uncertainty Means Lots of Objections Objections. When things hit the fan – inflation, economic upheaval, market disruption, recession – you’re going to still get lots of them – even when you’ve got empathy packed
On this daily sales briefing, Jeb Blount discusses the four things you need to be doing right now to protect your sales job during the coronavirus crisis.
During unplanned timeouts in business, the very best companies and ultra-high performers embrace that gift of time and leverage it as much as possible. There are some excellent anecdotes concerning the value of leveraging
In this crisis, time is your greatest asset. Yet you cannot control time, you can only control YOU. On this selling in a crisis daily briefing you’ll learn why protecting the Golden Hours is
It seems counter-intuitive that people are still picking up the phone during the coronavirus shutdown but, they still are. This is a great time to reach out to your prospects and customers and make
On this episode of the Sales Gravy Podcast, Jeb Blount and Mark Hunter, Author of the new book A Mind for Sales, discuss what it takes to develop a winning sales mindset. You’ll learn