Customize Your Presentation For Different Personalities
Warning: The information you are about to read will dramatically change the way you see yourself and how you relate to other people! In his book, Men are from Mars, Women are from Venus,
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.
Warning: The information you are about to read will dramatically change the way you see yourself and how you relate to other people! In his book, Men are from Mars, Women are from Venus,
While 90% of sales reps tend to remain stuck working within and producing up to (or more likely down to) their invisible dollar sign, the good news is that about 10% of sales reps
To build successful sales relationships, there are three critical components: expertise, enthusiasm and empathy, all of which lay the foundation for the even more critical component, trust. Unfortunately any of these three individually or
There is a better way. What all top producers do is have an unyielding faith that things are going to work out as long as they keep taking action, change their actions as their
Utilize the time you do have by adding extra exercise into what you have to do anyway. Take the stairs instead of the escalator or elevator, carry your materials and luggage yourself, and park
We’ve all done this at one time or another. Sales slow down and suddenly, a new customer appears, a new product comes out or a new sales technique emerges, and you start to think
When representatives feel as though they could be better utilized anywhere else, they are less likely to take the event seriously. Unfortunately, this is not just a personal problem for them – a negative
In my role as a sales consultant, I’ve watched a great number of people with incredible sums of intellectual capital not being challenged at all to contribute. At the same time, I’ve watched people
Regardless of how you feel (stressed, tired, overworked…) when the show opens each morning, it is essential that you make yourself look like you do when you feel your best. Once you look like
If you are serious about changing your career and your life, then get in the practice of working on your mental attitude first. Adopt these five mental attitudes of winners to powerfully change your
Be willing to work with the media. They may have a different concept about profiling your business than you do and go with it. They are not giving you a free advertisement – they
For clients who are also attendees, start by including them in your pre-show marketing efforts. In the time leading up to the event, send them a tailored version of the e-mails, physical mailers, and