Three Tips: From Nervous to Natural
One simple phrase can strike fear into the hearts and minds of professionals around the world: “Public Speaking.” Imagine you just found out that you have to deliver a presentation to a group of
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.
One simple phrase can strike fear into the hearts and minds of professionals around the world: “Public Speaking.” Imagine you just found out that you have to deliver a presentation to a group of
You may assume that because the information you deliver is routine, or because you work with the people in your audience, that you don’t have to build a strong connection with them while presenting.
As the economic downturn continues, so do budget cuts and time constraints. In situations like this, it is always difficult to get new recommendations approved. Chances are you’ll have to pitch your recommendation to
The truth is that financial presentations can be exciting and eye-opening if you prepare your content correctly. When you use the following tools for presenting financial information, you make it easy for people to
I was among fifty unsuspecting passengers who boarded a small commuter plane bound for Cincinnati where many of us had connecting flights. We had one of those infamous “on time” departures. It was a
The #1 problem I run across when working with companies is an unreachable, unrealistic revenue goal set by the owner that has no real buy in by the sales manager. It is this disconnect
Remember, your prospects have a need they are looking to you to help them fulfill, and the more they feel you understand their needs and can help them, the more likely it is they
During a face-to-face conversation, first impressions are based primarily on appearance. While on the other hand, first impressions created over the phone are based on brevity, vocal quality, and attitude. An upbeat mental attitude
There’s one type of customer that many salespeople lack on their target lists. Salespeople can work so hard at selling that they forget about creating this unique sales relationship. It’s a proven method for
Who wants to hear one more example of what they’ve been doing wrong? It’s stressful for you and your customers when you focus only on the negative outcomes of what you’re doing. Instead, take
THE PROBLEM “I’m sorry, I’m out of my office. Would you please leave your name and number and I’ll return your call as soon as I can.” How many of us are still waiting
How do you show your customers you appreciate them? Lunches are fine, but everyone does them. What else could you do that sets you apart that also builds rapport with your customers? When you
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,
Having A Common Sales Language Prevents Miscommunication The language we use is key to the success of all sales organizations. Most companies share a common corporate language, and that lingua franca is English. Even
On this episode of the Sales Gravy podcast, Jeb Blount (People Follow You) sits down with Leigh Cantrell and Rob Matura who are Regional Vice Presidents at Cigna to discuss the keys to leading
In today’s world there are few barriers to career change. Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than
5 Leadership Skills to Weather Any Economic Storm The storm clouds are brewing once again. We don’t quite know what is in store for us economically, but what we do know is that we
Three Sales Habits That Close More Business Let’s take a look at the top three sales habits of top producers and examine the neuroscience and emotional intelligence skills behind the development of success habits.
Leaders Must Be Authentic Communicators These five tips for authentic communication can help build trust within an organization, especially when it starts with leadership. Whether it’s holding open dialogues, or sharing stories and passing
Are Sales Contests Worth It? Sales contests and promotions should be conducted with one thought in mind: Changing behavior to achieve a desired result or outcome. There are a few things to keep in
Sales Skills: In Class Vs. Out In The Field One of the biggest challenges for most organizations is helping salespeople execute in the field what they’ve learned in theory in the classroom. It is
Leading A Dysfunctional Sales Team? Here’s How To Fix It Maybe you inherited a dysfunctional sales team, or inadvertently created one. Here’s how you can turn it into a high performing sales machine. Ridding