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…
Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If you want to get that job, son, you have…
Mouth Shut, Ears Open In sales, silence is golden. Early in sales my career I heard the expression “Many a sale has been killed by the jawbone of an ass.” My first sales manager shared that gem with me after…
Beware of Selling on Autopilot Here's what happens over time: as you begin to learn your product, and begin to learn what the customer's going to say and ask, you stop listening. Many salespeople, when they're just starting out, hit…
Well-crafted positioning questions are the secret to sales differentiation: they help your buyers think twice about the solution they have or could have and disrupt the status quo. At a very young age, I was told that I should pursue…
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…
Prospects prefer an ally over an adversary. They want more listening and less talking. And they deserve service over manipulation. Have you ever asked yourself what your customers think about closing questions? The fact is, they think about it less than you might…
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…
Get Jeb Blount's New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game, but at the tactical level, it’s…
For human to human relationships, no skill is more important than listening. On this Sales Gravy Quick Tip, you'll learn seven keys to effective listening.
On this podcast, Jeb Blount gives you a four part framework for sales conversations that keeps you in control, builds deep emotional connections with your stakeholder, and allows you to listen and uncover problems.
Are you boring your prospects and customers because you are talking rather than listening?