The Two Opposing Sales Philosophies After years of pursuing sales as a serious closer, I grew into what I refer to as an "of service" sales professional. While I'm still all about closing deals, today I go about it in…
How You Open Your Closing Calls Might Lose You The Deal I'm going to share with you one of the easiest and most effective ways to close more business. And it all starts with what you say when you call…
What To Do When You Can't Give Anymore Discounts Discounting your price not only cuts into your commissions (and company margins), it doesn’t always work, and it can leave you feeling used. Everyone Wants a Discount In today’s economy, everyone…
You Must Own The Deals You Lose The sales profession is a cruel teacher. You learn quickly that when you take short cuts, make assumptions, and stray from the basics and fundamentals— you get burned. A Letter From Your Sales…
Successful Sales Negotiation Made Easy It's important to be intentional during every step of the sales process, but especially at the negotiation table. Even after you close the deal, the discussions you have during negotiation can make or break the…
On this episode of the Sales Gravy Podcast, Jeb Blount and Michelle Rockwood teach you how to avoid coming across as pushy and desperate and instead compel people to lean into you by leveraging the choice based closing method. It's all…
Here Are The Five Most Common Reasons Salespeople Fail at Cold Calling For salespeople, cold calling is a primary means for filling your pipeline. Yet far too many sales professionals fail at cold calling because they don't understand that the…
Double Your Closing Rate The key to successfully checking in with your prospect is to ask tie downs that engage your prospect and elicit some kind of response. You must ask a question that is more open-ended and sometimes even…
Just Send Your Material Here you’ll find five new scripts to help you separate the real buyers from those prospects who will just end up wasting your time. One of the biggest traps sales reps fall into is the “Just…
How many times do you ask for the sale? Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for the sale at all? How many…
Take Their Pulse Then Close the Deal These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just listed would work for them, all the way to a…
There must be a way, I thought, to see if a deal can really close by end of quarter without telegraphing the concession and having to give that concession later even if they couldn’t close by end of quarter. And…