Categories for Sales Blog

How to protect your sales from buyers’ corporate politics

December 10, 2012 10:37 am Published by Michael Boyette Leave your thoughts You don’t to be in sales very long to run into deal-killing corporate politics. Politics is found to some degree in nearly any organization. But how can you overcome corporate politics and protect your sales? Read on to find out.

What you can learn from how actors audition

December 7, 2012 10:56 am Published by Michael Boyette Leave your thoughts Your best role as a seller is yourself. Be authentic and be genuine. Buyers will see through an “act.” But taking on some of the common habits actors use could help you. Read on to learn more.

Seller’s remorse

December 5, 2012 10:38 am Published by Michael Boyette Leave your thoughts When a buyer’s expectations get out of alignment with yours, it can spell disaster for the sale. So how can you avoid this? By stopping the sale for a moment while you and your buyer establish expectations. Read on to find out more.

Six principles to follow when you must deliver bad news to a buyer

November 30, 2012 10:46 am Published by Michael Boyette Leave your thoughts Giving buyers bad news from time to time comes with the territory. Buyers understand that bad things happen. They may even forgive mistakes. What they want to see is whether you address the problem fairly, honestly and with their best interests in mind. Read on to learn how you can effectively deliver bad news to customers.

Don’t expect buyers to tell you what they need

November 28, 2012 10:37 am Published by Michael Boyette Leave your thoughts These days, it seems like everyone wants more. So why on earth would any salesperson sell less? Because while buyers like knowing they have options, what they really want is for you to provide them the exact product or service that’s right for them. Keep reading to learn more.

Use the daily news to generate winning sales opportunities

November 26, 2012 10:29 am Published by Michael Boyette Leave your thoughts Opportunities for sales professionals to land new business are everywhere, especially from news reports and current events. Sadly, most sales reps don’t see the news as a prospecting resource because they don’t make the mental connection. Read on to learn how to use recent events to help generate sales.

Here’s a customer problem you don’t have to solve

November 21, 2012 11:58 am Published by Michael Boyette Leave your thoughts Salespeople are natural problem solvers. There is one problem, however, that you shouldn’t be too quick to solve: a problem with your price. Read on to learn more about why you shouldn’t be so willing to adjust your price when the buyer asks you to.

Prospecting: Is it time to try something other than cold calls?

November 16, 2012 10:40 am Published by Michael Boyette Leave your thoughts Cold calling may be a necessary part of how you sell your product. But it doesn’t have to be the only way you find prospects. Read on to learn other, potentially more efficient methods of generating new business for your product.

Two ways to become a ‘go-to’ resource

November 9, 2012 10:39 am Published by Michael Boyette Leave your thoughts It’s becoming critically important to set yourself apart from the average Joe Salesperson, so that you and your solutions don’t become commodities. Read on to see two ways you can step up into the category of valued resource in your customers’ and prospects’ minds:

The Selling Essentials Minute, Ep. 20: Upselling: The Basic Three

November 2, 2012 10:14 am Published by Michael Boyette Leave your thoughts On today’s episode: For sales reps, upselling comes down to three important basics. Master them, and you vastly improve your chances of a successful upsell with any buyer. So what are the basic three? Watch today’s Selling Essentials Minute and find out.