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Jeb Brooks

Jeb Brooks
Jeb Brooks is Executive Vice President of the The Brooks Group, one of the world's Top Ten Sales Training Firms as ranked by Selling Power Magazine. He is a sought-after commentator on sales and sales management issues, having appeared in numerous publications including the Wall Street Journal. Jeb authored the second edition of the book "Perfect Phrases for the Sales Call" and writes for The Brooks Group's popular Sales Blog.

Comfort with Ambiguity

Becoming comfortable with ambiguity is essential to professional selling. That's because there's an invisible wall between salespeople and their prospects. It's built of apathy...

Why Younger Salespeople Don’t Like the Phone. And What To Do About It.

First, I'll admit it...I'm generalizing here, so forgive me for that. A lot of younger salespeople don't like to use the telephone. Younger salespeople enter…

Avoiding the Activity Trap

Many salespeople make the assumption that activity leads to results. "As long as I'm doing something," they argue, "results will come." This is a mistake....

Outline for a Sales Training Manual

Every now and then, we get requests for an outline for a sales training manual. We usually respond in the same way: What prompted your...

There’s not a first time for everything. Only for the things that you actually do.

A journey of a thousand miles begins with the first step. Unfortunately, most journeys never get started. Lately, I've been struggling with selecting which...

Sell As Yourself

Research -- and common sense -- clearly show that the most successful salespeople are the most self-aware. For one thing, if you know where your...

Best Salespeople

Here's a short post to answer a big question: Often, VPs of Sales, Sales Managers, and other Sales Leaders ask us to help them find...

The Real Reason Salespeople Should Use Social Media

The days of salespeople saying "that social media stuff is useless" haven't gone away, yet. There are a lot of people who don't think...

Customer Satisfaction v. Customer Loyalty

The other day, I was talking to one of our sales trainers who told me about a great conversation he had with one of...

Make Every Word Count in Your Sales Presentations

When making sales presentations, every word counts. That's because most sales are lost when your lips are moving, not when you're listening. That means that...

Is It Better to Beg Forgiveness or Ask Permission?

In my office, I have a framed cartoon about "sales." It's made up of a lot of smaller cartoons about our profession. I noticed...

How To Use Motivation to Sell More

The two types of motivation can help you sell more effectively: Extrinsic Motivation and Intrinsic Motivation Extrinsic motivation comes from managers, paychecks, or even spouses…

How to Handle Rejection in B2B Sales

"How do I get my team better at handling rejection?" is a common question from prospective clients. The answer, of course, depends on what's causing...

How To Find The Best Sales Job

As a professional sales trainer, one of the advantages my work offers me is the chance to see so many different sales jobs. First, I...

How To Eliminate Stress From Your Sales Job

There's a myth that the grass is greener just on the other side of the hill. In sales jobs, the myth is that there's...

How To Get More From Your “Out-of-Office Reply”

I'm in the process of making a large purchase on behalf of The Brooks Group. Recently, I sent an email to the salesperson. Here's...

In Sales, as in High School, You Are The Company You Keep

It's an old saying that you first heard when you were about five. But it's as true now as it was then... You are who...

3 Quick Steps For Recovering From Any Mistake, Blunder, Accident, or Flub.

We all make them. But not everyone understands what to do next. Successfully recovering from a mistake is a simple, three step process. Admit it.…

How To Minimize Resistance from Legal. 5 Do’s and 3 Don’t’s.

Today, it seems like legal departments are playing an increasingly important role in B2B sales interactions. I could speculate on the reasons why (A...

7 Signs You’re Selling Through a Keyhole. And What To Do About It.

Keyhole selling occurs when a salesperson misses the big picture and, instead, focuses on only the smallest aspect of a prospect's overall situation. It's...

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