Why Prospects Jump Straight to Price and How to Take Back Control (Ask Jeb)
Summary Prospects ask about price on a cold call because they are overwhelmed, not because they are serious buyers. The fix is a combination of
Summary Prospects ask about price on a cold call because they are overwhelmed, not because they are serious buyers. The fix is a combination of
Here’s a question that’ll make every salesperson’s blood pressure spike: What do you do when your cold call gets an objection in the first five
You’ve had great discovery calls, delivered compelling presentations, and built solid rapport with your prospect. Then comes the objection that stops your deal dead in
If you’re doing any kind of cold calling or prospecting, you’ll eventually hear this objection: “I’m in a meeting right now.” Paul Wise, a heavy
As humans, we naturally fear rejection and do everything possible to avoid it. We’re social creatures at our core, and being rejected feels like we’re
On this episode of The Sales Gravy Podcast, host Jeb Blount sits down with sales expert Brian Parsley to tackle one of the most common
Sales Presentation Skills That Get You To “Yes” Faster In this episode of the Sales Gravy Podcast, Jeb Blount talks to renowned sales experts Richard
Negotiating Mistakes That Could Kill Your Deal Most salespeople are required to negotiate with their prospects and customers. But let’s face it, today’s consumer and
Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris
When They Say No: Overcoming Rejection And Shifting Your Mindset Introduces Andrea and Richard’s new book, When They Say No, and provides valuable insights on overcoming
Build Relationships With Gatekeepers Tricks or tactics to “bypass the gatekeeper” may get you some surprise face time, but it’s often at the expense of
Your Prospect Is Stalling. Now What? Top producers know a weak prospect when they hear one, and they would much rather know ahead of time