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…
On this episode of the Sales Gravy podcast, Jeb Blount (author of Selling the Price Increase) and Donald C. Kelly (host of the Sales Evangelist podcast) discuss how to approach customers with price increases. You'll learn techniques, tactics, and strategies…
The #1 Trade Secret Of Pro Buyers After a lengthy new client acquisition process, the time has come to submit a proposal including pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your…
People buy from you, not because you understand, but because they feel understood. As a sales professional, I urge you to rethink NO. Who knows what buyers mean when they say no? I certainly don’t. That is until I ask questions.…
Holding on price in a down economy is not easy, but it is doable, and, in fact, it is essential! Discounting on price is not a sales strategy. It's an impulsive move made by desperate salespeople. In a tough economy,…
I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve. You failed to engage…