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2009?The Year of the Hunter

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Many of us take great pride in having developed our business to the point we no longer have to be hunters, constantly prospecting for new business, turning over ever rock, looking behind every tree, spending countless hours cold calling and roaming t

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The Unprecedented Sales Management Challenge for 2009

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Sales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted. As a sales manager, for years, you've had Human Resources preaching t

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The Shocking Truth about your Image: Four bizarre reasons customers may not like you

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Ironically, when corporations bring me in to speak at conventions on how to boost customer retention, I often find that there’s been little or no professional training for employees about personal image. Since it’s often awkward to confront employee

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Selling Yourself Short? How to stand-out without lowering your price

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Rather than describing yourself in terms of a generic label, you can instead refer to the ultimate benefit that you deliver. If you sell liability insurance for example, you could describe your service in terms of reducing risk for business owners.

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Creating a Customer Feeding Frenzy: 4 tools that make you simply irresistible

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Stories about your personal experiences with your products or services give you tremendous credibility. When I bought a mountain bike at Ridley’s Cycle in Calgary, it wasn’t because of a brochure that described the bicycle’s features. It was becaus

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Don't Let These Obstacles Stop You!

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Years ago I heard the story of a 70-year-old woman who lifted a car off her grandchild and saved his life. When she was interviewed, instead of being ecstatic, she was melancholy and admitted that if she could lift a car to save a child what else mi

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Winning the War Against Weaknesses

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So what to make of weaknesses? Should we just throw in the towel and give up? NO WAY! We can win the war against weaknesses. We can have weaknesses and still live our lives in such a way that we significantly reduce the effect that our weaknesses hav

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How to Build Trust and Rapport Quickly

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There is absolutely no substitute for a positive first impression. Research clearly indicates that we decide in the first few minutes whether we like someone or not. Yes, we also judge a book by its cover too. In most cases, your prospect's first imp

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Getting Commitment Through Out the Buying Process

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Ask direct, specific questions that require your prospect to either commit to what’s next, or that get your prospect to reveal that the sale might not go through (I know you hate to hear that, but it’s better to find out sooner rather than later

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Body Language Predicts Success or Failure of Sales Pitch

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Body language, vocal pattern and vocal pitch principles apply to the negotiation phase of the sales process as well. Conveying a negative message during negotiations could kill a perfectly good deal! Are you aware of what you are saying with your non

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Overcome Last Minute Price Objections By Making Tradeoffs

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For years I’ve warned companies that this day would come. It had to. It was inevitable. The price of labor, raw materials, and overhead was going up. Eventually, those increases would have to be reflected in the price of goods and services. But, at t

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Negotiation: The Other Closing Technique

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Seven Ways to Use Smart Connecting Skills to Become a Mompreneurial Maven

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As the economy struggles and household incomes fall, “mompreneurs” are picking up the slack. How can these busy, busy women win the constant battle for time? It’s all about making connections—and here are a few tips on doing just that. As the recessi

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Five Ways Great Connectors Turn Angry Clients into Happy Ones?and How You Can Too!

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It’s easy to connect with clients when things are going well. But when conflict arises, well, that’s when “connectors” truly earn their stripes. Here’s how to transform customer frustration into a stronger business relationship—one that lasts a long

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Human Behavior Responds to Deadlines

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Most of us are easily sidetracked by distractions disguised as work activities. When we have a clear understanding of where each activity fits into our priority hierarchy we know which to do first, second and third. In effect, we've created a serie

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It Ain't the Price, It's the Cost - Stupid!

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Discuss preferential treatment with the TCO suppliers. Purging high cost suppliers saves money. We thus have an economic motive to increase our spend with a low cost supplier. What’s in it for them? Fixed burdens are divided over a larger base, v

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Simple Tips and Tricks to Help You Connect

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Pretend that every single person you meet has a sign around his or her neck that reads, “Make me feel important.” This was the life philosophy of Mary Kay Ash, the well-known cosmetics mogul. Her genuine concern for others catapulted her out of pover

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Your Revenue and a Harsh Fairytale: When Building a Good Sales Team, You Kiss A Lot of Frogs

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Undoubtedly, the business owner is always the best sales person. It is very difficult to find a sales person who is as knowledgeable, passionate, and emotionally invested in your business as you are. But from time to time, a sales representative come

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?It?s Not You, It?s Me?: Evaluating Prospective Clients for Your Business

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I also believe that we all have choices in selecting those that are closest to us – our circle of influence. This applies to the business environment as well. We are extensions of our clients, and they are extensions of us. So selecting the right cli

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Creating a culture of sales accountability

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I personally believe that the process of holding a core group of people responsible for revenue generation to grow an organization is antiquated. Instead, accountability should be pervasive throughout the organization. Yes, there are certain people i

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Using Concession Strategy in Negotiations

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Refresh Your Pitch and Close More Sales

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It's easy to let your sales pitch get tired. To sell today, you need to perform at your peak. It's time to ditch that worn out opening; get rid of that boring laundry list of features and benefits; and punch up that same old close. Here are 7 brief p

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Stop Hiding from Your Buyers

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Millions are spent on advertising and marketing yet some companies don't realize that most sales transactions of any size result from human contact. While the first company avoided the cost of answering their phones, the second got my business. I can

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Close Too Quick and You Lose Profit

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Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, “What other products or services would you be interested in?” Asking a

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Actions Speak Louder Than Words

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Think about the tremendous advantage you would have as a baseball manager if you knew the opposing team's signals and were able to anticipate their game plan. Obviously, your team would have a competitive edge because you would be able to adjust your

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7 Quick Read Tips for More Sales

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Mister Rapid Fire never heard of the 80-20 rule where the prospect does 80 percent of the talking and the salesperson 20 percent. Frankly, I think the rule, while a good guideline, is a bit difficult to observe especially on a first call. However, if

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Selling Cheesy Products Nobody Needs But Millions Buy

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How To Leverage LinkedIn to Find "Hidden" Contacts

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Many people use LinkedIn as a way to get introduced to others through their network. There is another way to use LinkedIn. And that's to use it as a "people finder" It's just another way to leverage this powerful tool. In fact, once you follow these

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Redefining Failure

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"Then under what circumstances would you define yourself as a failure? I don't mean a failure at life but let's say that you consistently fail to achieve the goals you've established for your physical fitness. After a series of individual failures

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Dump The Script during Panel Presentations

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Here's something to consider: The next time you have to make a presentation in front of a panel, prepare the content as usual and then set it aside. Spend time practicing the dynamics of making the presentation. What you must do is to make an inde

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Are You Making This Valley-Girl Voice Mistake???

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Recently a client called me and said, "Kim, my customers aren't taking me seriously on the phone or in person." " My eyebrows went up. Then she said, "I've reviewed everything.my sales materials, my eye contact, handshake.I'm 'm so frustrated because

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Double Your Income By Warming Up Those Cold Calls

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If your salespeople are really looking for the six-figure (and potentially seven-figure) sale, have them read the company's quarterly Earnings Transcripts (if the company is public). Every quarter, public U.S. companies must present to shareholders a

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Three Interviewing Mistakes ? And How To Avoid Them

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Nothing will disqualify you faster than a history of job hopping, or a history of staying at jobs for less than a year. Obviously, the reason this is a red flag for companies is that they see themselves investing thousands of dollars hiring and train

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LinkedIn Is a Waste Of a Sales Person's Time!

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Imagine having prospects coming to you rather than you chasing them. It can be done if you have the right social media strategy when using this tool. This is marketing's job, right? Wrong! It is a co-shared responsibility. They have the global respon

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2 Crazy Sales Tips To Make You Gasp

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For those of you who have either met me or watched me present a speech - you know I'm a little crazy and I absolutely shoot from the hip. Hey - I can admit it. Now I have made some mistakes with this over the years. When I first started presenting

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The Faith Versus Fear Mindset

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Being a new business owner is a lot like skydiving in the sense that you are taking calculated risks daily that run you through a flurry of emotions before landing on the ground or getting to the outcome. Resilience is needed to weather these freque

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Brother can you Spare a Sale?

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Unlike many sales people, panhandlers do not spend time trying to figure out who to call and who not to call. They don’t pretend to be clairvoyant and be able to divine if someone is a buyer or not just by looking at their business cards or faces.

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There Are No Gatekeepers

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When you make that initial phone call or in-person door knock, you don't know what you don't know. Who says the greeter is not the CEO, or at least the husband, wife or brother of the CEO? Ever hear of a top executive helping out the secretary, someb

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THE PSYCHOLOGY OF SELLING

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People need to be smart and they love to be right. When we prove our product's value, the client has many opportunities to be smart and right. When you have the prospect state it as their idea you move very close to getting the sale. Many reps freque

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Close More Sales with This One Technique

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I talk a lot about the techniques that separate the Top 20% of the money earners from the other 80%. As you know, this ezine is dedicated to providing you, often word for word, with the exact tools, tips and strategies that you, too, can use to beco

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Your Road Map to Success in Sales

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Do a great walk around presentation, show the engine compartment, point out the self-service items, show the size of the trunk and the rear seats, point out all of the bells and whistles. Get the client behind the wheel and show all of the controls

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The Two Most Powerful Words That Will Make You Sell More

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Who would be crazy enough to say "guaranteed" about two little words? Well, it's not crazy. In my travels working with thousands of sales professionals, I've found a common thread in those who are tremendously successful. That thread comes down to tw

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If At First You Don't Succeed

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Successful sales people know the importance of persistence but the key is to change your approach or strategy with each prospect every time you contact them. You also need to consider the frequency of your contacts. While it is important to maintain

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