I’ve seen professionals taking notes during meetings on their laptops, tablets, or smartphones, and there are few better ways to get a prospect to disengage than by using these “eToys” during initial meetings – especially the damn phone. Don’t do…
Being able to inspire your clients to share their true experiences with you is critical. It’s even more important that they feel you’re truly listening. I was excited to take some friends to one of my favorite new places to…
If you use the same message that other sales people are using, you have created something commonplace that the buyer's brain then creates a pattern for. You immediately sound like Charlie Brown's teacher. Every holiday season, one of the major…
What the show, in general, did so well is very similar to what we do to be successful in sales. Seinfeld used “situational humor,” which is just as it sounds: characters are shown in everyday situations that are funny. "Hello,…
On this Sales Gravy Quick Tip, you learn why the easiest and fastest way to connect with someone is to smile.
Everyone should assess their own personal influence style. Once a person is conscious of his or her style, they are able to vary it depending on the situation. Everyone has a natural style of influence. Truly effective influence doesn't just…
Poor communication is probably one of the most visible culprits for wasted resources. Limited Resources All businesses, for-profits and not-for-profits, have limited resources of: Time Energy Money Emotions How these limited resources are best used will determine if they die,…
Peace of mind may be hard to define, but you know it when you experience it. I believe it’s the hidden benefit that everyone wants when buying. Think about a purchase you’ve made that gave you peace of mind. Maybe…
What is the most persuasive communication style in sales? How to you draw your prospects in and keep their attention during sales calls and presentations? Jeb Blount answers these questions and more on this Sales Gravy podcast episode when he…
Are you struggling with employee discipline in your office? People challenges occur most often because there is a lack of structure and understanding of the company goals. How many times do you hear something like: "Boy, if I could only…
Today, having a flight plan, or what is called an integrated marketing plan, that unites many of the actions mentioned earlier is no longer an option, but a necessity. Imagine this first business day after Super Bowl Sunday you are…
A professional actor would never walk out onto a stage without warming up their instrument to make sure they are communicating at their best. What is your most powerful sales tool? Your website? Video brochure? Multi-media presentation in 3-D? While…