Help Customers See Value in What You Offer
Your objective as the salesperson is to get the customer to share with you at least three reasons they need what you’re offering. One of the three should be time sensitive. The customer’s time-sensitive
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.
Your objective as the salesperson is to get the customer to share with you at least three reasons they need what you’re offering. One of the three should be time sensitive. The customer’s time-sensitive
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
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
Short Answer What is priming in sales? Priming in sales is exposing your buyer to specific words, images, stories, and questions that shape their emotional state before you ask for the sale. Buyers who
Steal this trial close technique and exact scripts to motivate buyers to make decisions and act without making big price concessions.
Salespeople fail at cold calling for five common reasons. Fix them and the phone starts producing appointments again.
Most salespeople are looking for the secret edge that will move them to the top of the sales ranking report. The truth though is that there isn’t just one thing that separates top performing
Short Answer How honest should you be in sales? Completely. The moment a customer catches you in even a small lie, like fudging how long a meeting will run, they have every reason to
The best pitch I’ve ever heard about didn’t have a single slide. It had an ax, an elevator, and a crowd that had no idea what was about to happen. The sales storytelling techniques
Sales complacency is the silent performance killer that sets in after winning — and the only defense is returning to the fundamentals that built your success in the first place. Key Takeaways When Success
Quick Summary Reading buyer signals means recognizing the behavioral and psychological cues prospects send before they ghost you, and using that information to keep deals moving toward a real decision. Key Takeaways Listen to
When results drop and motivation fades, the fix is to increase your prospecting activity above your normal baseline, not wait until you feel ready. More calls create more conversations, more conversations create more opportunities,
Training Cats Is Like Training Salespeople The same training and reward techniques required to get Fluffy to jump through a hoop can also be utilized to motivate your sales team to achieve peak performance.
Are You Really Confirming Appointments, Or Are You Canceling Them? If you’re not intentional about the way you confirm an appointment, you may wind up giving your prospect an opportunity to back out of
Many people are simply not comfortable walking into a room full of strangers and striking up conversations.
On this special episode of the Sales Gravy podcast you’ll step into the shoes of a Senior Vice President of Sales. Jeb Blount, Jr. (A.K.A. JBJ) interviews Ammon Woods who is the Senior Vice
Is Your Company Resilient? Diverse Thinking Is The Key Failure to listen to others who offer a contrary viewpoint can hamper progress, profitability, and performance. Here’s how to encourage diverse thinking in your organization
What Motivates Salespeople? Salespeople are motivated by momentum, and this momentum catches like wildfire on a team of high performers. Learn how salespeople are driven by progress and seeing results to find out how
Rethinking Round Robin Lead Distribution Start feeding your hunters the hot leads and rewarding them for their effort at building opportunities by giving them more. Don’t Reward Salespeople Who Rely On Luck There are
Why Leaders Should Participate In Training, Too As a leader, the number one way to ensure that your team gains the highest ROI on your training investment, is by getting involved. It communicates that
Ask These Unique Interview Questions To Find Your Next Great Sales Rep There’s no perfect system that can guarantee you’ll hire the right person every time. But there are fundamental guidelines you must follow