July 6, 2012 10:04 amPublished by Michael BoyetteLeave your thoughts
Research shows that out of 100 typical B-to-B leads, 45 or so will eventually buy. The trick is being patient enough to stick with a prospect until they’re ready to buy. Read on to learn more.
July 2, 2012 11:10 amPublished by Michael Boyette2 Comments
In this true story, one sales rep managed to combat the prospect’s price objections and prove why his service was worth the increased price. Read on to learn what happened.
June 29, 2012 11:38 amPublished by Michael Boyette2 Comments
We’re all too familiar with the frustration that occurs during sales calls when prospects will never, ever make a decision. Read on to learn how you can qualify sales prospects more effectively.
June 27, 2012 10:26 amPublished by Michael BoyetteLeave your thoughts
When one of your buyers starts a sentence with “by the way…” it could be a sign of a big problem. Read on to learn what to do if this happens to you.
June 22, 2012 10:00 amPublished by Michael BoyetteLeave your thoughts
On today’s episode of The Selling Essentials Minute: Your buyer is looking to see how much you’re willing to sweat in order to win their business. To learn more about why buyers like to see you sweat, and how you can use that knowledge to your benefit, watch today’s episode.
June 20, 2012 10:48 amPublished by Michael BoyetteLeave your thoughts
When you’re asking for referrals, don’t forget about the opinion maker, the person who’s authority is trusted in the field. If you can get the attention of that person, new sales opportunities will come rushing in. Read on to learn how to get this high-value referral.
June 13, 2012 10:38 amPublished by Michael BoyetteLeave your thoughts
Customers who steadily keep sending payments without complaint or effort may seem like a rep’s dream come true, but in reality these zombie buyers are a nightmare for sales professionals. Read on to learn more about what makes a zombie buyer, and how you can keep them away from your business.
June 8, 2012 11:03 amPublished by Michael BoyetteLeave your thoughts
In this true story, a manufacturing sales rep tells how he stood up for himself and won his buyer’s respect. Read on to learn what he did, and how you can benefit from his success.
June 6, 2012 10:34 amPublished by Michael BoyetteLeave your thoughts
How often does it happen to you that the buying decision is made while you’re not around? Read on to learn what you can do to influence the buying decision from outside the meeting.
June 4, 2012 10:33 amPublished by Michael BoyetteLeave your thoughts
In nearly every market you find advisors and service providers equivalent to Bankable Stars in Hollywood. How can you be a bankable star in the eyes of your buyer? Read on to find out.
