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 seconds because prospects immediately stereotype you as something you're not? That's the challenge facing Rick…
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 its tracks. "We need to think about it." "The budget isn't there right now." "We're…
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 cold caller from Normandy, France, targets product managers at software companies and says that nine…
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 being shunned, banished, or kicked out of the group. In fact, the two biggest human…
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 objections faced by sales professionals—price. Brian shares actionable strategies on how to shift conversations away…
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 Fenton and Andrea Waltz about their “Go For No” approach to embracing rejection in sales.…
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 corporate buyer is much more aggressive when negotiating the terms of a sale. Unfortunately, many…
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 Beall, CEO of ConnectAndSell. ConnectAndSell is a software service that helps salespeople initiate conversations with…
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 rejection in sales. The fear of rejection has evolutionary roots, but it can be reframed…
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 the deal. Winning over a gatekeeper can often be the major differentiator when you're in…
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 who is leading them on and not likely to buy, and who might actually be…
Why You Should Start Reversing Objections Reversing objections is counter-intuitive, highly effective, and requires superior preparation and courage. You must consider the response that requires the most confidence, preparation, quick-thinking, understanding, and sales talent. What Is The Best Way to…