10 Foolproof Tips For Getting Past Gatekeepers Every salesperson faces gatekeepers on prospecting calls. And every salesperson wants to get past gatekeepers. Beating Gatekeepers At Their Own Game One of the toughest prospecting challenges is simply getting connected to the…
“Buy Today” Discounts Don’t Make People Buy, But “Buy Soon” Discounts Do Primary sales urgency is created by the need or want to own the product bases on how that product will benefit the customer or provide a solution…
Budget Doesn't Cut It When Qualifying Asking these qualifying questions to uncover potential competitors will prevent you from being blindsided at the end of your presentation. Over the years, the most important qualifiers for any given sale have changed. In…
The scarcity effect impacts each personality style differently, because they each buy for different reasons. Find out what drives each personality style to buy. It’s a very difficult time for our country and the world with the COVID-19 virus. I…
Not all decision makers go on vacation the same week, nor do the influencers. Sales cycles are no strangers to cyclicality and seasonal swings. “Summer shutdowns”, retooling, Christmas, and of course summer. There is no denying that summer brings a…
You have done it. I have done it. And most of us will do it again. We ask this question without considering the consequences - which almost always turn out badly. On this podcast episode, Jeb Blount discusses the one…
If you're going to bypass mid-level gatekeepers, you have to be strategic, and you also have to use the right tone & pace, so you can be perceived as someone who truly cares about their needs. It's inevitable... Every salesperson…
Do you find yourself saying what you would have, should have or could have done after you fix a problem? This is a sign that you ignored a danger signal. Life is filled with danger signals and warning signs. If…