May 30, 2012 10:08 amPublished by Michael BoyetteLeave your thoughts
Every salesperson knows that you have good days and bad days when you’re prospecting. But researchers found that there’s a pattern to these differences. Read on to learn more about how picking when to make your cold calls can lead to more appointments.
May 29, 2012 10:50 amPublished by Michael BoyetteLeave your thoughts
Creating loyalty is mostly a matter of common sense: Treat customers right and they’ll come back. But behavioral research suggests five key principles that can improve the odds of repeat business. Read on to learn what they are.
May 25, 2012 10:16 amPublished by Michael BoyetteLeave your thoughts
On today’s Selling Essentials Minute: Many sales pros would be tempted to abandon leads who say they aren’t interested. But maybe those leads just need time and nurturing. Watch and learn why seemingly worthless leads might actually lead to big sales.
May 23, 2012 10:54 amPublished by Michael BoyetteLeave your thoughts
You have to approach every sales situation with fresh eyes – as if it’s the first time in your life you’ve heard this particular tale. One way is by training yourself to ask questions you think you already know the answers to. Read on to learn how that can help you win more sales.
May 18, 2012 10:05 amPublished by Michael BoyetteLeave your thoughts
Sometimes sales reps fall into the habit of saying things that make them miss opportunities, put another person on the defensive or unintentionally create a negative image. Here are phrases and habits that you can avoid or alter to become more persuasive.
May 16, 2012 10:38 amPublished by Michael BoyetteLeave your thoughts
There’s only one thing you need to remember when a customer flies off the handle: It’s a cry for help. Angry as they are, they harbor some hope that you are the person who can help them.Read on to learn what you can do to make the most out of a call from an angry customer.
May 14, 2012 11:05 amPublished by Michael BoyetteLeave your thoughts
In this greatest sale, a sales rep manages to get past the prospect’s initial refusal to talk and offers a compelling reason to switch vendors. His experience in getting past the initial “no” can help you in your future sales. Read on to learn how he did it, and what to take away from his success.
May 11, 2012 10:32 amPublished by Michael BoyetteLeave your thoughts
Every customer has a price range where he or she is willing to make a decision without any further thinking. Knowing your customer’s PTR is critical, yet salespeople fail to comprehend the obstacle that not knowing it presents. Read on to learn how to establish where your customer’s PTR is.
May 9, 2012 11:04 amPublished by Michael BoyetteLeave your thoughts
Purchase anxiety is common in high-stakes sales. Fortunately, it’s a temporary condition. With the right approach, you can help your buyer deal with it and move on. Read on to learn what that approach is, and why other techniques can be disastrous.
May 7, 2012 10:51 amPublished by Michael BoyetteLeave your thoughts
There’s nothing quite like the feeling of closing a sale. Whether it’s large or small, salespeople celebrate first and then try to understand why they won so they can replicate their success. But there’s much more to be learned from losing. Read on to learn what you can do to maximize the lessons learned from lost sales.
