October 31, 2012 9:23 amPublished by Michael BoyetteLeave your thoughts
Salespeople are trained to differentiate their products and services from the competition. But when your competition already has the business, that approach can backfire. To lure customers away from their current vendor, it’s important to focus on similarities between your product and theirs. Read on to learn more.
October 24, 2012 10:53 amPublished by Michael BoyetteLeave your thoughts
In sales, you’ll never make more money per hour than when you’re upselling. Yet probably every salesperson has, at one time or another, left this practically free money lying on the table. Where do so many sales reps go wrong when trying to upsell? Read on to find out.
October 19, 2012 10:41 amPublished by Michael BoyetteLeave your thoughts
Learning as much as you can about a referral lead will help you feel more confident about calling the person – and result in a better first conversation. Read on to learn more.
October 17, 2012 10:21 amPublished by Michael BoyetteLeave your thoughts
Congratulations. You finally got a chance to sell to the CEO. Win him or her over, and your sale is in the bag. So what are you going to talk about? Whatever it is, make sure it’s something that only the CEO would be able to answer. Anything less, and you’re wasting your time. Read on to learn more.
October 12, 2012 10:54 amPublished by Michael BoyetteLeave your thoughts
No matter what company you are calling on, chances are that the buying process involves checking references. Do you see providing them as some kind of “rubber stamp” or an opportunity to gain a strategic advantage? Look at it this way: If everyone competing for the business will provide good references, how can you deliver the best references? Here’s a process you can use to gain an edge.
October 10, 2012 10:09 amPublished by Michael BoyetteLeave your thoughts
When a prospect says, “Your price is too high,” she could mean any of several things. To respond effectively, you need to figure out what the buyer is really telling you. Read on to learn how to do that.
October 8, 2012 9:58 amPublished by Michael BoyetteLeave your thoughts
Some of the things we tell ourselves every day are harmless, but others can actually get in the way of achieving our goals. Read on to learn what kinds of things can get in a sales rep’s way, and what you can do about them.
October 1, 2012 10:16 amPublished by Michael BoyetteLeave your thoughts
Most salespeople are taught some variation of solution selling: Find a buyer with a problem, and show how your product or service can solve that problem. But not all buyers have a problem, and sometimes that problem isn’t very urgent. So how do you sell to those people? Read on to learn more.
September 28, 2012 9:59 amPublished by Michael BoyetteLeave your thoughts
On the new episode of the Selling Essentials Minute: Sales professionals who want to impress potential customers could be tempted to agree to every condition and demand the buyer makes. But doing so can end up harming their credibility and even cost them business. Watch the new episode to learn more.
September 24, 2012 10:03 amPublished by Michael BoyetteLeave your thoughts
New research suggests that when you are in a tough business negotiation, subtle or direct threats may pay off. Read on to learn why, and how you can use this during your next tough negotiation.
