Consider This Before Your Next “Free Giveaway”
When your giveaway is read – or listened to – they should say “wow…this free information is so great I can’t wait to see what I’ll get when I work with her.” Don’t Let
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.
When your giveaway is read – or listened to – they should say “wow…this free information is so great I can’t wait to see what I’ll get when I work with her.” Don’t Let
Avoid sales urgency because most buyers react negatively to the “opportunity method”. Chances are, you’ve all heard a version of it at least once before: “If you really want this one, grab it now,
Traditionally, a great interview with a sales director often leads to a decision to extend an offer that is based more on gut-feel, rather than on knowing the prior behaviors of the candidate that
All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the unreachable dream? The first place to start is by looking at your sales people
While there’s no “magic bullet” for selling in a down market, there are several key steps you can take right now that will have an immediate impact on your business. As a professional sales
Here’s a fresh look at landing that new sales position and it’s only six steps! Even in this brutal job market and without a lot of experience, take the steps below with passion and
Japan used the philosophy of TQM and the concept of continuous improvement to set and achieve ambitious national goals. Quality management best practices developed quickly in Japanese plants and became a major driving factor
Are Your Prospects Reluctant to Respond? I get a lot of requests for voicemail scripts and email scripts that work. Seems as if prospects still aren’t returning calls and everyone seems to be reluctant
Selecting the right SWAG for your booth (or selecting not to provide any premiums at all) can be tough, but hopefully by identifying and explaining these seven categories, you will be better informed and
If you lead with features of your product or service instead of benefits, your main objection from the client will be cost. When you uncover their needs and then present the benefits of your
The Game of Successful Techniques Every so often, a person comes along who changes their field of study in a major way. Louis Pasteur changed the world of medicine with his introduction of the
My question to sales managers who buy into the premise that more coaching delivers better sales is “if you are not out there coaching your reps, then what are you doing?” Most first line
Can’t stomach cold calling? Steal Jeb Blount’s 13 proven alternatives to picking up the phone that build real pipeline and actually work.
When should you ask questions on a cold call? Questions come after you’ve earned the right, when you’re gathering information and qualifying, and they lead the conversation only when the prospect contacted you first.
To prospect for new clients, stop making random touches and run a consistent five-step system. Work this system every day and you gain control of your pipeline, along with the peace of mind that
Salespeople fail at cold calling for five common reasons. Fix them and the phone starts producing appointments again.
Email response rates are collapsing because decision maker inboxes are stuffed with automated, AI-written slop. This is exactly why the phone is more powerful today than it was ten years ago.
Quick Summary Cold calling anxiety is not a symptom of weakness. It’s human and natural to feel fear when you cold call. You are interrupting a stranger who was not expecting you, and everything
Fear of the phone is quietly draining sales pipelines, and the reps who win are the ones willing to stop hiding behind email and LinkedIn and simply make the call.
Salespeople seek a magic window that makes cold calling easy. When prospects answer happy, say yes without a fight, and book the meeting themselves. So, is there a best time to call?
Short Answer Yes, you can make cold calling fun, and it is worth doing, because the reps who enjoy the phone are the ones who stay on it. Fun is not a personality trait
It’s evident that time is a critical factor in completing sales, building and keeping the relationship. Given that, what strategy does your dealership have in place to shorten the time it takes to close
The only asset you have that is in limited supply is your own time. When a slow customer takes up too much of it, you lose. The time you’re spending with them is preventing
At the end of the day, you want to make things as easy as possible for the prospect, not turn them into your admin. Last week I received an email from a very friendly
The key to any sale is getting your prospect to tell you how to sell them. If you can do that, you’ll make your job much, much easier. Today it seems to be harder
Too often we get so focused on what we produce or deliver, that everyone in the company loses sight of the real value of the product or service. Aligning everyone in the company to answer one question can
Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to
I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed
If you want to be a consultative salesperson, a trusted advisor, and a Level 4 Value Creator, then you have to tell the truth. It’s your truthfulness, your candor, and your willingness to help
Every successful sales person has a list of habits that form the core of his or her work. While the particulars vary with each individual or product line, many are universal. The following tangible,