Are You Really Listening To Your Prospects? Active listening is a crucial sales skill that so many salespeople overlook. The truth is, if you aren't actively listening, you are holding yourself back from building real trust and commitment with your…
The Power of the Pause When you pause before you speak, it compels your prospect to listen, open up, respond, and engage. Pausing is one of the best kept secrets to influencing buyer behavior. 7 Places In The Sales Process…
Sometimes, The Best Sales Tactic Is Silence As salespeople, we must resist the urge to satisfy our own instinctive need to feel important by talking too much. Here's a WWII story about how, in some cases, silence can send a…
How to Have Better Conversations With Gatekeepers Use these techniques for engaging in productive sales conversations with gatekeepers and you’ll have a better chance of differentiating yourself from the hundreds of other sales reps who are pitching and annoying them.…
Give Them A Reason To Lean In There’s no magic trick that will convince someone to connect with you, engage with you, or like you. You have to be authentic and give them a reason to lean into you. One…
On this episode of the Sales Gravy Podcast, Jeb Blount and Cherilynn Castleman, author of What's in the C.A.R.D.S., discuss sales team diversity, why women are better at sales than men, the power of empathy, and key things you need…
Lessons In Sales Negotiation I built the confidence to never get rattled and to always ask for what I want. The worst thing that could happen is that a buyer walks away without putting money in my pocket. And that…
Craft Your Messages to Connect With Prospects It's harder than ever to stand out against the competition and truly connect with prospects who are drowning in messages. Leverage these communication techniques to cut through the noise and deliver a memorable…
How to Make Connections with Powerful Communication Here are three ways that ultra-high performing salespeople create simplicity in their messaging for powerful communication to produce better results. We've all heard of the K.I.S.S. method: Keep It Simple, Stupid. It's actually…
5 Ways That Adaptability Will Bring You Greater Success Though it might seem like extroverts would be better equipped for the world of sales, there is a different personality type known for their ability to adapt— and they're more successful…
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…
People close sales. Technology doesn't. Technology can be an outstanding asset to help you close more sales, if you know how to use it correctly. It can also be damaging if you don’t. As a professional or sales person, have…