Business Etiquette Basics Every now and then, it's a good idea to refresh some of the basic rules of business etiquette. Here's a crash course of basic business etiquette that you should know. New To Sales? Here's What You Need…
Engage Your Audience With A Sales Dialogue Here are a couple of tips from the pros for turning those monologues into more of a dialogue in your presentation that keeps your audience engaged and interested. Everything A Sales Monologue Is…
Salespeople Who Use Stories Win More Business The power of a good story is something we as salespeople can’t afford to ignore. Here's how and why you need to consider adding the skill of storytelling to your sales tool kit.…
How Improv Comedians Engage An Audience With Silence Silence is golden on a comedy stage, just like it is on a sales stage. When the players don’t know what to verbally say to thoughtfully engage an audience, saying nothing at…
All Salespeople Use Scripts— Even You Sales professionals who are extremely successful have scripts that they use regularly and that they have honed over the years. Many sales professionals claim that they never use scripts and never would. Many take…
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…