August 10, 2012 9:53 amPublished by Michael BoyetteLeave your thoughts
By referring to their product as a commodity, sales professionals do themselves a terrible, costly disservice. Watch this short video to learn why the commodity copout is little more than an excuse, and how the best sales reps find a way to differentiate their product from that competition.
August 8, 2012 9:59 amPublished by Michael BoyetteLeave your thoughts
The most common complaint against salespeople is that they don’t listen. But it’s a little more complicated than that. They do listen – but some aren’t good at gaining clarity. Read on to learn a four-step process for ensuring you and your prospect are on the same page throughout the sales process.
August 6, 2012 10:03 amPublished by Michael BoyetteLeave your thoughts
The typical “get it done” sales cycle might not be as effective as you’d think. Read on to learn four action steps that will help you slow down your sales cycle while still helping you win the sale.
August 1, 2012 10:24 amPublished by Stephen J. Meyer2 Comments
How can you get a buyer to give you a high-quality referral? By doing the bulk of the work for them. Read on to learn how LinkedIn can help you gain a number of high-quality sales referrals in virtually no time at all.
July 30, 2012 10:41 amPublished by Michael Boyette2 Comments
Industry expertise, carefully communicated, builds confidence and trust, leading the customer to feel better about his decision to buy your solution. But how do you get that expertise? Read on to find out.
July 27, 2012 10:24 amPublished by Michael BoyetteLeave your thoughts
Conventional wisdom says that it’s the salesperson’s job to accelerate the sales cycle. But big sales take time to develop. So how do you strike a balance between keeping the sale moving and making sure that you’re covering all the important details of an important sale? Read on to find out.
July 25, 2012 10:17 amPublished by Michael BoyetteLeave your thoughts
What would happen if, instead of your usual voice mail message to a sales prospect, you left a different, shorter one? The results could mean getting significantly more prospects calling you back. Read on to learn more.
July 23, 2012 10:29 amPublished by Michael BoyetteLeave your thoughts
Effective selling, of course, depends on your ability to develop personal relationships. But a relationship with a single point of contact isn’t enough. In large organizations, there’s seldom a single buyer with complete and exclusive authority to say yes or no. How do you do that? Read on to find out.
July 20, 2012 1:52 pmPublished by Michael BoyetteLeave your thoughts
In 1637, a Spanish Jesuit priest named Baltasar Gracian wrote “The Art of Worldly Wisdom,” distilling all that he had learned about life into concise observations. His views still ring true today. Here are a few that are especially relevant to sales.
July 9, 2012 10:47 amPublished by Michael BoyetteLeave your thoughts
Price objections are a daily reality for sales reps, and preparation for them is fundamental to success. So how can you respond when a prospect takes issue with your price? Read on to learn four strategies to get you past a price objection.
