Ultra High Performers Speak The Language of Empathy
We needed to look at the world, and in this case the situation, from another set of lenses – not the ones we were used to viewing situations with. Throughout the course of history,
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.
We needed to look at the world, and in this case the situation, from another set of lenses – not the ones we were used to viewing situations with. Throughout the course of history,
Everyone wants to be a hero. A superstar. Rich. Famous. Skinny. Admired. Even envied. Nobody wants to do the work. Since at least 1994 when I was introduced to network marketing by a civilian
“Go through the ‘no’s’ and hang ups until someone finally says, ‘yes.’” Ecch! No wonder so many people hate cold calling.” Getting to ‘Yes’ During a Cold Call “Rejection comes with the territory. If
Social engineering is asking for information from people that will help other people and the organization as a whole. One reason that most “cold” calls fail and result in rejection is that sales reps
Is there anything worse than living in constant state of inaction or paralyzing fear?
In a recent sales productivity study we conducted for one of our clients, we learned that while their sales reps spend more time on selling activities compared to the external benchmark, they spend a
If you rely on the features and benefits of your product or service to create differentiation… good luck! Start differentiating through the quality and relevant value of your daily interactions with your customers and
The door to a balanced success opens widest on the hinges of hope and encouragement. ~Zig Ziglar General Colin Powell, the son of immigrants from Jamaica and retired Chairman of the Joint Chiefs of
You are part a profession that has the power to dramatically affect and empower our society in a way that many other professions cannot. As you enter professional sales (whether this is your first
Consider how much time and effort you and your sales team spend preparing RFPs. What if you could do this faster and improve your success rate? What Are the Three Most Critical Success Factors
Loyal customers will take your company to the next level because of their long-term patronage, and willingness to tell everyone about you. I can’t imagine any business professionals saying are thinking that satisfied customers
A professional actor would never walk out onto a stage without warming up their instrument to make sure they are communicating at their best. What is your most powerful sales tool? Your website? Video