January 22, 2014 10:02 amPublished by Michael BoyetteLeave your thoughts
The Selling Essentials Minute is a series of videos that offers one sales idea in about sixty seconds. You can use the Minute to kick off a sales meeting, push an idea out to your team, start a discussion or reinforce your training.
January 15, 2014 10:39 amPublished by Michael BoyetteLeave your thoughts
If you want to get the best return on your sales training, you might want to take a look at some research that was published in the Harvard Business Review in 2010. The study looked at a sample of 800 salespeople to discover what the most successful ones had in common.
January 10, 2014 2:21 pmPublished by Stephen J. MeyerLeave your thoughts
In today’s guest post, RLI CEO Stephen J. Meyer tells the story of how one ambitious sales professional and avid golf fan got three golf legends to create the souvenir of a lifetime. Read on to learn more.
January 8, 2014 12:13 pmPublished by Michael BoyetteLeave your thoughts
Cold calling has always seemed like a necessary evil. It’s time-consuming and mind-numbing, but important for finding new potential buyers. But what if there was a better way? Watch this video and learn more.
December 31, 2013 9:12 amPublished by Michael BoyetteLeave your thoughts
When you strip away the fancy talk and jargon around selling something, the real question we have to address for any prospect or customer is “What’s in it for me?” Read on to learn how sales reps can answer that question.
December 27, 2013 9:59 amPublished by Michael BoyetteLeave your thoughts
On today’s episode: Getting referrals from buyers is about more than getting names of other potential buyers. What else should you try to get from referrals? Watch and find out.
December 20, 2013 9:48 amPublished by Michael BoyetteLeave your thoughts
There’s a lot going on during a typical sales call, and a lot of it stands in the way of getting a handle on a customer’s real problem. Here are six ways to get past all that and discover what the real issues are
December 18, 2013 12:12 pmPublished by Michael BoyetteLeave your thoughts
No matter what your business is, every client should receive your best care during the sales process and after. The best way to do that is to establish a trusting relationship with your buyer. Read on to learn how you can cultivate that relationship.
December 11, 2013 12:05 pmPublished by Michael BoyetteLeave your thoughts
When sales managers want to improve results, it’s awfully tempting to direct most of their coaching and training efforts toward that top 20% of sales reps that bring in the best results. But that might not have the desired effect. Read on to learn why not, and why focusing on the middle might work better.
December 6, 2013 10:56 amPublished by Michael BoyetteLeave your thoughts
On today’s episode: Sales reps have always learned that they should justify their price before closing the sale. But that old wisdom may not hold up as well as you’d think. Why not? Watch and find out.
