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.
First impressions matter. You must look and present yourself professionally, even on casual days. Your image reflects on your company and on the product you’re selling. Greeting a customer with a positive attitude sets
The problem is that most managers and other figures of authority — Directors, V.P.’s, and even Business Owners — have never been taught how to properly exercise authority and command respect as leaders. Sales
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.
Technology simplifies the process and helps consumers prepare to make a decision before they talk to a salesperson. Most consumers today spend hours researching online, talking to friends, reading, checking pricing and financing options,
Jeb Blount and Anthony Iannarino discuss the biggest mistake salespeople make and how to avoid the stalled deal.
First, get over the fact about how you don’t want to text somebody because it may cost them. If that’s your reason for not texting, then you are a member of the flat earth
If a salesperson gives out three business cards every business day, at the end of a month the individual would have passed out about 78 cards. He or she would have met and talked
While you may want to stop prospecting, the reality is that you may not have enough in your sales forecast to generate the new business you need to make your sales goal for the
If a customer doesn’t like a store, or has a bad experience, they can choose to leave. Most can go down the street, find the same product and purchase from the competition. Trying to
These are from my new book, High-Profit Prospecting. Here are 10 rules you need to follow when emailing prospects. 1. Use email as one prospecting strategy. Email is not the only prospecting tool. Relying
Because customers are people, first and foremost. And since people are driven by emotions, when they are approached with a cause they believe in, they are compelled to take action. The ability to champion
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
