September 21, 2012 10:03 amPublished by Michael BoyetteLeave your thoughts
Most people recognize that you don’t want to ‘sell’ in your first call. But if that’s the case, what do you want to do? Read on to learn a simple method for determining what you should want from a cold call.
September 19, 2012 10:53 amPublished by Michael BoyetteLeave your thoughts
Of course you must keep your customers satisfied if you want them to stick around. But it’s not enough. There’s a long-term strategy that’s vital to cementing those customer relationships. Read on to learn more.
September 17, 2012 11:16 amPublished by Michael BoyetteLeave your thoughts
At some point you still have pick up the phone and call a total stranger, no matter how “warm” they’ve become as part of the front-end marketing or research that’s gone on. So it is important to be prepared for the oh-so-common brushoffs that you are likely to run into time and time again. Here are the three most common dodges, and strategies you can use to get past them.
September 12, 2012 11:03 amPublished by Michael BoyetteLeave your thoughts
Most networking events aren’t as effective as anticipated. But using Linkedin is a way to get legitimate results from networking events. Read on to learn more.
September 5, 2012 10:36 amPublished by Michael BoyetteLeave your thoughts
How can you be certain your customer relationships are as strong as they look? If you’re not sure, you may be surprised to learn they aren’t as strong as they appear. Read on to learn about a tool you can use to gauge the strength of those relationships.
August 29, 2012 10:32 amPublished by Michael BoyetteLeave your thoughts
At the beginning of a sales relationship, buyers don’t have much information to go on. So even small signals will carry great weight with them. And what buyers are mostly looking for are reasons NOT to trust you. But if you can help them see that you’re someone to trust, they’ll stick with you through thick and thin. Read on to learn more.
August 22, 2012 10:13 amPublished by Michael BoyetteLeave your thoughts
It’s easy to step in it when you’re trying to build rapport with a prospect. According to relationship guru Ed Wallace, the safest way to build rapport is to let the buyer take the lead. Read on to learn more.
August 17, 2012 10:24 amPublished by Michael BoyetteLeave your thoughts
Nothing is more frustrating for a sales rep than engaging with someone who has absolutely no intention of buying your product. To make sure that you are speaking with real prospects, rather than information gatherers or tire kickers, ask yourself these four questions.
August 15, 2012 10:54 amPublished by Michael Boyette1 Comment
Sales objections aren’t tennis balls that need to bounce between you and your prospect. By embracing a buyer’s objections, you can disarm a buyer and make them more receptive to what you have to say. Read on to learn more about how embracing objections can get you and the buyer on the same page.
August 13, 2012 10:56 amPublished by Stephen J. MeyerLeave your thoughts
Many sales reps are reluctant to dig deeply into financial issues. They may fear offending a prospect by asking about things that seem confidential – or even personal, in the case of privately held companies. But it is important to get over this reluctance. Read on to learn why, and how best to do it.
