March 15, 2013 10:34 amPublished by Michael BoyetteLeave your thoughts
It’s a good idea to periodically double-check how you come across on the phone when making cold calls. Why? Read on to find out.
March 13, 2013 9:45 amPublished by Michael Boyette1 Comment
You’ve got a hot lead – someone who’s made an active inquiry about your product or service. So of course you jump right on it with a phone call. but how many times should you try to reach out before giving up? Read on to find out what a new study says.
March 11, 2013 10:42 amPublished by Michael BoyetteLeave your thoughts
You’ve addressed every objection, outlasted every competitor, explored every need. Yet when you ask for the sale, the buyer becomes skittish. How can this happen? It could be a result of your own anxiety. Read on to learn more.
March 8, 2013 10:23 amPublished by Michael BoyetteLeave your thoughts
We all know that silence can be a powerful thing. If you ask a probing question and then button your lip, chances are a prospect will reveal more than you expect, or even hint at a concession. Read on to learn more about how to use this technique.
March 6, 2013 10:25 amPublished by Michael BoyetteLeave your thoughts
We’ve all been in sales situations where some unexpected disaster blindsided us and we’ve had to think quickly on our feet. After all, good salespeople know how to turn problems into opportunities. So how could sales reps have used these skills to help Ikea? Read on to find out.
March 4, 2013 11:11 amPublished by Michael BoyetteLeave your thoughts
Do you close a sale, do an end-zone “victory dance” and then move on to the next deal? If so, you’re a hunter. And follow-up doesn’t come naturally to hunters. So what can you do about it? Read on to learn a three-step technique you can use to ensure you follow-up with customers.
March 1, 2013 1:32 pmPublished by Michael BoyetteLeave your thoughts
We all know the importance of “active listening,” but a fully engaged conversation involves more than that. Here are five ways you can take a sales conversation to the next level:
February 27, 2013 11:23 amPublished by Michael BoyetteLeave your thoughts
A review of dozens of psychology studies, involving more than 22,000 subjects, has revealed a surprisingly simple technique for getting people to agree to something. Read on to learn what it is.
February 25, 2013 10:11 amPublished by Michael Boyette3 Comments
Referrals are a great source of leads, but most people don’t know how to ask for them properly. So what can sales professionals do to get higher-quality referrals from customers? Read on to find out.
February 22, 2013 10:17 amPublished by Michael BoyetteLeave your thoughts
We’re all in favor of preparing for a cold call, rather than just picking up the phone and “winging it.” Research can give you a clear competitive edge. But watch out! There are two drawbacks to be concerned about. Read on to learn what they are.
