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Sales Shape Up

SUBSCRIBE TO JEFF BEALS’ WEEKLY BLOG

Join 18,000 other weekly subscribers who get new articles
personally authored by Jeff Beals delivered to you every week designed to keep you on the cutting edge of the sales profession.

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What to Do When a Gatekeeper Blocks Your Path

What to Do When a Gatekeeper Blocks Your Path

by Jeff Beals | May 24, 2019 | Closing Sales & Overcoming Objections, Prospecting, Referrals, Sales Motiviation

By Jeff Beals During question-and-answer periods, the same issue keeps coming up in my sales workshops: how to deal with gatekeepers. These people are the receptionists and administrative assistants who stand between you and the decision maker you seek. I’ve...
Using Test Closes to Push a Sale Closer to Completion

Using Test Closes to Push a Sale Closer to Completion

by Jeff Beals | May 20, 2019 | Closing Sales & Overcoming Objections

By Jeff Beals Remember that closing a sale involves a series of small commitments before you get the big commitment to buy. These little commitments are sometimes referred to as “miniature closes.” By simply agreeing to meet you, a prospect makes a mini commitment,...
What to Do When Your Prospective Client Goes Dark

What to Do When Your Prospective Client Goes Dark

by Jeff Beals | May 6, 2019 | Closing Sales & Overcoming Objections, General Sales Topics, Sales Motiviation

By Jeff Beals It happens to all of us – a prospective client, one you’re sure is going to end up purchasing from you, suddenly goes inexplicably dark. Prospects have been going dark since the sales profession’s very beginning.  It’s a common problem, but it...
Consequences of Missing Out on a Sale

Consequences of Missing Out on a Sale

by Jeff Beals | Apr 5, 2019 | Closing Sales & Overcoming Objections, General Sales Topics, Sales Motiviation

By Jeff Beals I was talking with my brother-in-law last week, and he shared an experience he had at a local chapter meeting of the National Association of Insurance and Financial Advisors. An insurance executive was delivering a speech about sales success. ...

Urgency: A Sales Lesson From the Far Side

by Jeff Beals | Oct 29, 2018 | Closing Sales & Overcoming Objections, General Sales Topics, Prospecting, Sales Motiviation

By Jeff Beals I was meeting with one of my coaching clients earlier this week, and he was lamenting that one of his top prospects wouldn’t call him back.  The prospect was a senior decision maker at large company. As my client shared his frustrations, it reminded me...

When Is It Time to Ask for the Sale?

by Jeff Beals | Aug 10, 2018 | Closing Sales & Overcoming Objections

By Jeff Beals One of my all-time favorite “sales” quotes came from a man known simply as “The Greatest,” the late boxing champ Muhammad Ali: “The fight is won or lost far away from witnesses—behind the lines, in the gym and out there on the road, long before I dance...
Page 1 of 212»
  • two sales pros talk over coffee at a coffee shop Relationships With Competing Sales Pros
    By Jeff Beals
    August 16, 2024
  • sales pros in suits run through an offie hallway Keeping Up in a Fast-Moving Industry
    By Jeff Beals
    August 9, 2024
  • a sales pro gives a presentation to a board room The Art of Persuasive Sales Presentations
    By Jeff Beals
    June 8, 2024
  • a group of sales pros in at a networking event talking with one another Networking Is a Key Part of Prospecting
    By Jeff Beals
    May 10, 2024
  • sales pros having a meeting at a conference table Turning Bad Meetings Into Good Ones
    By Jeff Beals
    April 26, 2024

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