May 4, 2012 11:05 amPublished by Michael BoyetteLeave your thoughts
You can’t do it for every sale, but if you approach every sale with a negotiating mindset, you will increase your sales numbers over time. Here are four negotiation habits to cultivate.
May 2, 2012 10:22 amPublished by Michael BoyetteLeave your thoughts
When cold calling, there’s a way to get past that initial “no” without alienating a prospect. Read on to learn what it is, and how you can use it to get seemingly disinterested prospects to give you a chance.
April 27, 2012 10:17 amPublished by Michael BoyetteLeave your thoughts
As a sales rep you can’t lead people to decisions until you make some yourself. It might sound counterintuitive, but it’s the truth. Read on to learn why you are just as responsible for making decisions as your buyer.
April 23, 2012 10:35 amPublished by Michael BoyetteLeave your thoughts
When a prospect complains about a current vendor, he’s inviting you to show why you’d be better. Read on to learn how asking the right questions can help you do that.
April 20, 2012 10:47 amPublished by Michael BoyetteLeave your thoughts
Too many salespeople overlook the value of influencers after they’ve begun pursuing an account. One such influencer: The sales coach. Read on to learn more.
April 18, 2012 10:42 amPublished by Michael Boyette2 Comments
As a salesperson, you want to help solve your customer’s problems. But you have to be careful not to confuse problem solving with problem shifting. Read on to learn how you can solve a customer’s problem without accepting the problem as your own.
April 13, 2012 10:54 amPublished by Michael Boyette1 Comment
Every other week, Top Sales Dog takes a moment to recognize the other great bloggers sharing their insights on sales leadership, best practices, and other topics relevant to sales professionals. Check out this week’s best sales blog posts from around the web.
April 11, 2012 10:34 amPublished by Michael BoyetteLeave your thoughts
A buyer who was 100 percent satisfied last month might have a whole new perspective this month – not because of anything you did, but because something about his or her situation changed. Read on to learn what you need to do to stay on top of these changes and keep customers satisfied.
April 4, 2012 10:02 amPublished by Stephen J. MeyerLeave your thoughts
On your next cold call, write and use a script that doesn’t mention a single feature or benefit, and see how your customer responds. Read on to learn what this can do for your sales.
March 30, 2012 11:02 amPublished by Michael BoyetteLeave your thoughts
Every other week, Top Sales Dog takes a moment to recognize the other great bloggers sharing their insights on topics relevant to sales professionals. Check out this week’s best sales blog posts from around the web.
