Watch Out for Red Herring Sales Objections
Red herrings, managed poorly, are emotional hijackers that turn sales calls into train wrecks. On a Wednesday morning my executive team at Sales Gravy gathered in our conference room in front of a big
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.
Red herrings, managed poorly, are emotional hijackers that turn sales calls into train wrecks. On a Wednesday morning my executive team at Sales Gravy gathered in our conference room in front of a big
With all the technology and social media we have at our fingertips, it only makes sense that connecting with our customers & prospects and blowing out our numbers is a piece of cake, right?
You can build on your motivation by getting results. The harder you work, the more results you will get and the more results you get, the more you will be motivated to get more.
You cannot be consultative without sharing your ideas and insights. You worry about your dream client taking your big idea and executing it themselves—or worse, giving the idea to your competition. As unfortunate as
If you know that everything hinges on choice, then I imagine you want to make more decisions that drive higher sales, a larger bank account, and accelerates your personal growth, right? What would you
Failure in my mind has much more to do with an unwillingness to engage in the pursuit than it does the results of that pursuit. “How do you define failure?” Dick asked. We were
There are two types of sellers – Rain Barrels and Rain Makers. One waits for leads to show up, the other gets after it and makes it rain. On this podcast episode, Jeb Blount,
Start by asking yourself the question: “What problem needs a solution?” What Can We Learn from the Ventures of Elon Musk? It wasn’t enough that Elon Musk founded and later sold PayPal (for $1.5
Negotiation is a fundamental part of being a sales professional. No matter who you are and what you sell, you are going to be required to negotiate with buyers. Every author of every book
It’s easy to get overwhelmed with prospecting. Where do you even start? In this short video, Jason Eatmon, who is a Sales Gravy master trainer and author of BOSS, teaches you how to take
You do all that needs to be done, follow all the tried and true techniques to evoke a response and still nothing. What if your prospect goes silent? Has this ever happen to you?
Like many of us I also hear lots of reasons aka excuses for someone being late or believe it or not, just not showing up at all. Today I overheard something very refreshing. A