How to Create a Position of Power
Billions of dollars are spent every year on carefully crafted impressions by businesses anxious to carve out a valuable position in the minds of their customers. Alas, if only the same thing could be said
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.
Billions of dollars are spent every year on carefully crafted impressions by businesses anxious to carve out a valuable position in the minds of their customers. Alas, if only the same thing could be said
Customers and prospects want to know that you understand their issue, tell them how you’re going to fix it and how much it costs…pronto. There are several ways to deliver your sales message in
Get rid of old beliefs and outdated sales techniques. The new economy demands a new approach and philosophy in sales. The self-help gurus are the best at teaching, “You are what you believe. Your
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a
Most of us tend to open our calls – cold calls, prospecting calls and follow-up calls alike – with statements that create resistance, instead of creating a relationship.
There are three aspects to a customer relationship that lends itself to strong customer loyalty. Keeping customer loyalty is one of the greatest challenges in sales. This can be especially challenging if your product
Sales is about relationships. Your sales team can boost your company’s image by blogging, contributing to trade publications, and presenting within your marketplace. Use the Sales Team to Uncover Success Stories Success stories are
The question you must ask yourself is: “Does this secrecy make good business sense in today’s marketplace?” How This Joke Hurts the Small Business Bottom Line Small business owners understand that profitability is critical
They key here is to make it easy: ask questions that would form the basis of a testimonial, write it up on the customer’s behalf and send it to them for their quick approval.
Many sales managers don’t like having the difficult conversations—who does? But as a leader, it is part of your role. You’re a top sales producer that has been rewarded with a promotion to sales
There is Absolutely No Substitute for a Positive First Impression With Prospects Research clearly indicates that we decide in the first few minutes whether we like someone or not. Yes, we also judge a
All companies want to thrive. No company just wants to just “exist”. It’s “business nature” to want to grow, to become better…..to thrive. We wrote about Rising channels (see the previous blog) and discussed