Articles

Decision deferment is one of the most common and misunderstood objections in sales. You’ll often hear it as “We need more time,” “Let’s think about it,” or “We’re not ready to move forward yet.” It sounds reasonable. It feels polite. But make no mistake. Decision deferment is resistance. And if you do not address it with skill and confidence, it will quietly kill your deal. Most salespeople treat these objections as a signal to back off. They thank the prospect, promise to follow up, and walk away. What they are really doing is giving up control of the process and inviting the deal to stall indefinitely. Top performers understand that objections are not roadblocks. They are leverage points. When handled correctly, they become opportunities to surface truth, build clarity, and move the deal forward. Read Objections by jeb Blount, founder and CEO of Sales Gravy, the number one sales training organization

The Right Way to Handle the “We Need More Time” Objection

Articles, Rejection & RBOs /

Decision Deferment: The Most Misunderstood Sales Objection   Decision deferment is one of the most common—and misunderstood—objections in sales. You’ll often hear it as: “We need more time.” “Let’s think about it.” “We’re not ready to move forward yet.”   It sounds reasonable. It feels polite. But make no mistake: decision deferment is resistance. And…...

Professional Membership Required

You must be a Professional member to access this content.

Join Now

Already a member? Log in here

The Right Way to Handle the “We Need More Time” Objection Read More »

Dynamic orchestra conductor leading a symphony with elegant venue lighting, symbolizing leadership and coordination in professional prospecting and sales success.

Are You An AI Conductor? You Better Be

Articles /

Your Silent Symphony Think about a symphony orchestra. The conductor stands in front with a baton, directing dozens of musicians to create something no single instrument could produce alone. It’s your job as a salesman in an AI world to stand  in front of your tools and conduct them to create outcomes you couldn’t achieve…...

Professional Membership Required

You must be a Professional member to access this content.

Join Now

Already a member? Log in here

Are You An AI Conductor? You Better Be Read More »

Never Ask This Question in Your Sales Process

Articles, Objections, Qualifying /

In a recent training session, a sales rep asked this question: “Jeb, over the past month I’ve had several of my potential accounts hit a wall because the person I was working with turned out not to be the decision-maker. What is frustrating to me is these people told me in our initial meeting that…...

Professional Membership Required

You must be a Professional member to access this content.

Join Now

Already a member? Log in here

Never Ask This Question in Your Sales Process Read More »

Car Sales EQ

The Meta-skill of 21st-Century Sales Professionals

Articles, Objections, Sales EQ /

Last year my wife purchased a new Jeep Grand Cherokee.  She did her research up front. Before she ever walked into the dealership she knew more about Jeep Grand Cherokees that the people selling them. She knew exactly what she wanted: sliver exterior, dark leather interior, navigation system, and a sun-roof. She’d compared prices across…...

Professional Membership Required

You must be a Professional member to access this content.

Join Now

Already a member? Log in here

The Meta-skill of 21st-Century Sales Professionals Read More »

Never give up in sales persistence wins

The Fine Art of Losing

Articles, Career, Mindset & Mental Toughness, Rejection & RBOs /

In sales, losing is a fact of life. Over the span of your career you’ll likely lose more deals than you will win. Competitive people hate to lose. So much so they will do just about anything to make sure they win. But it is how you handle losing that’s the difference between being a…...

Professional Membership Required

You must be a Professional member to access this content.

Join Now

Already a member? Log in here

The Fine Art of Losing Read More »

Price Objections

10 Ways to Move Past a Price Objection

Articles, Telephone Prospecting /

(Guest Post) By Mike Brooks, www.MrInsideSales.com Many sales reps get thrown off their pitch when a prospect objects to something early on during the close. For example, if when talking about the price of a product or service, the prospect says something like, “Oh, that’s way too much,” many sales reps don’t know how to respond—and…...

Professional Membership Required

You must be a Professional member to access this content.

Join Now

Already a member? Log in here

10 Ways to Move Past a Price Objection Read More »

Selling with proactive chat

Leveraging Proactive Chat for Sales Prospecting

Articles, Chat, Tools /

The biggest challenge sales people face when prospecting is getting prospects to engage long enough to convert that connection into an appointment, an opportunity to gather additional qualifying information, or an immediate sales conversation. This is why I believe in a Balanced Prospecting Methodology that leverages all prospecting channels, including telephone, email, social, text, in-person,…...

Professional Membership Required

You must be a Professional member to access this content.

Join Now

Already a member? Log in here

Leveraging Proactive Chat for Sales Prospecting Read More »

how to get out of a sales slump

What to Do When You’re Stuck in a Sales Rut

Articles, Cold Calling, Mindset & Mental Toughness /

I spent the past week working with one of my clients’ inside sales teams. My objective was to map the sales process of their very best reps and develop a custom sales training curriculum. During the discovery process, I listened to the calls of top producers as well as reps who were not producing at…...

Professional Membership Required

You must be a Professional member to access this content.

Join Now

Already a member? Log in here

What to Do When You’re Stuck in a Sales Rut Read More »

Turn haters into motivators

Jealousy is the Tribute Mediocrity Pays to Excellence

Articles, Mindset & Mental Toughness /

In one of my favorite scenes from the inspirational movie The Pursuit of Happyness, is when aspiring stockbroker Chris Gardner, played by Will Smith, tells his son “Don’t ever let somebody tell you you can’t do something, not even me.” In this powerful scene, he goes on to teach his son that there are people everywhere…...

Professional Membership Required

You must be a Professional member to access this content.

Join Now

Already a member? Log in here

Jealousy is the Tribute Mediocrity Pays to Excellence Read More »

Professional salesman in a car dealership showroom talking on mobile phone, wearing a business suit, holding a digital tablet, engaging with clients, promoting car sales, customer service, and sales pitch in automotive industry.

Pick Up the Phone. Dial a Number. Make One More Call. (Guest Post)

Articles, Cold Calling, Telephone Prospecting /

by Bill Zipp (Guest Post) It was Friday afternoon at 4:00 PM. I was ready to call it a day and launch into a well-earned weekend off. There was one problem with this plan. I had not completed everything on my list of sales contacts for the week. In specific, there was a prospect on…...

Professional Membership Required

You must be a Professional member to access this content.

Join Now

Already a member? Log in here

Pick Up the Phone. Dial a Number. Make One More Call. (Guest Post) Read More »

Scroll to Top