3 Reasons Why Customers Hate to Be Sold
The most successful sales professionals always focus on the needs of their customer. This puts them at the center of attention. When they feel valued for the information they share and you work to
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.
The most successful sales professionals always focus on the needs of their customer. This puts them at the center of attention. When they feel valued for the information they share and you work to
Savvy sellers know that trying to win a deal with partial information is akin to Tiger Woods expecting to win a golf game with only one club in his golf bag. Depending on who
Don’t let wounds fester, and don’t let grievances grow. If you suspect someone is holding a grudge, but you’re not certain, see what you can find out. If you find evidence that someone is
The up sell is one of the easiest and most important parts of your presentation to script out. So many sales reps (like 80% of them), ad lib the up sell (whenever they think
Hey, sales – and life – isn’t always going to go your way. But when you can stop and appreciate how incredibly fortunate and blessed you already are, and get restored to what your
The biggest mistake that most people make in facilitating change is that they expect people to go from ignorance to action in a single step. The result is that they wind up introducing so
An entire industry has been created around goal setting with the promise that salespeople can sell more by setting better goals using better methods. The problem is that none of these traditional methods address
Selling can be broken down into its parts, and much can be learned from doing so, but to put those parts together in a convincing sales conversation requires the artful skill of a true
Salespeople have to be emotionally invested in their work with a burning desire to achieve. They must also believe that the company they represent is the best and the solutions or services they sell
Don’t Stop Chasing Your Dream! In the mid 1970s, a man named Sylvester had a dream of one day becoming a movie actor, but couldn’t find a talent agency in New York City willing
Here are 3 Ways to Peak your Prospect’s Interest Getting a prospect’s attention these days is quite challenging. Prospects are bombarded every day with calls, emails, direct mail and social media for meeting requests
Although it is important to be realistic about number of events at which you can exhibit, I would encourage you to consider your resources carefully. If there is an event that fits every criteria
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
People are Human Sounds pretty silly, right? Sometimes I find myself forgetting that everyone has their own perspective. We can start to assume that others think and feel the way we do, but this
No matter what type of company you have, there is always a need to find new customers. That’s what sales prospecting is all about regardless of the fancy name you give it. Early in
I want to believe that sales professionalism has evolved. I want to believe that at this time, everyone “gets” that the buyer matters most in the sales conversations. Yet, that isn’t what I’ve experienced.
If sales people (especially in a consultative sale environment) don’t learn the fundamentals of a consultative sales process, they will just stay mediocre at best. So, what are some of the basics that are
Prospecting is the price you have to pay in advance for success in sales and the income you want. -Jeb Blount In this episode of Level Up: From Agent to Entrepreneur podcast, featured sales
Prospecting Machine Jeb Blount and Adam H. Michaels talk sales, prospecting & more! The Lighthouse with Adam H. Michaels · Jeb Blount | The Prospecting Machine From dealing with crazy rejections to what makes a
That stumped him. And that’s the whole point. Most sales reps sell just like he does: leading with features and benefits sure that if they just say the right one or ones, in the right
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes,
Jeb Blount and Anthony Iannarino discuss the biggest mistake salespeople make and how to avoid the stalled deal.
Motivating Your Sales Team Can Be a Challenge For a sales manager, motivating your sales team is a never ending battle. Here are five simple strategies for sales team motivation. Everyone has a set
The worst trait of ineffective sales leaders is that they believe that they’re more important, smarter, and more competent than the people working for them. In leadership, one principle stands above all. You need
There is hardly a leader on earth that doesn’t yearn for accurate, predictable sales pipeline forecasting. The good news is that there are three elements of sales forecasting, that when mastered, will give you
Every Sales Manager’s Real Priorities The reason coaching is so important to sales is that the more you develop your sales team, the better your sales team becomes. There are dozens of tasks and
Examine Leadership Before Sales Skills If you hired reps who you believed could sell, and who proved that they’ve been successful selling in the past, then the first place to examine when your reps
For leaders, questions are king when it comes to coaching and training. Learning and practicing effective questioning skills is central to effective leadership. There are five rules for asking the right questions, at the
Reduce Bad Sales Hires With Better Interview Techniques It’s easy to make bad sales hires – we’ve all done it. However, with a few tweaks to your interviewing techniques you’ll improve the probability of
I don’t know about you, but I’ve been more than guilty of falling in love with the tallies on the sales report. I’ll read the report and assume that those whose names line up
Everyone agrees that sales meetings can be excruciating. But, what if you turned your weekly sales meetings into rock star sales rallies? You can make just a few changes to make the meeting motivational,