February 27, 2012 11:15 amPublished by Michael Boyette1 Comment
Asking great questions demonstrates your expertise and enhance your credibility in the eyes of the buyer. And the best questions are provocative – forcing the prospect to look beyond the obvious, to analyze, assess and make decisions. So how do you create provocative questions? Read on to find out.
February 24, 2012 9:55 amPublished by Michael BoyetteLeave your thoughts
On today’s episode of the Selling Essentials Minute: You thought the deal was sealed up tight, but your buyer just called and said he’s having second thoughts. So how can you prevent a new buyer from wavering after you’ve closed the sale? Watch this short video to find out.
February 20, 2012 11:08 amPublished by Michael BoyetteLeave your thoughts
Top executives say that salespeople cave in on price too quickly during negotiations. Read on to learn what a recent study said, and how you can go against the trend and impress top execs.
February 17, 2012 11:14 amPublished by Michael BoyetteLeave your thoughts
On today’s Sales Roundup: Stage fright and how it might affect your ability to sell, the difference between great sales reps and great sales teams, and coaching tips on sales success. Keep reading to see some of the best sales blog posts on the web from the last week.
February 15, 2012 11:28 amPublished by Michael BoyetteLeave your thoughts
Research suggests asking for feedback can lead to nothing but a series of complaints. Read on to learn why sales reps should be careful when trying to find out how they’re doing.
February 13, 2012 11:26 amPublished by Michael BoyetteLeave your thoughts
Closing is easily the most nerve-wracking part of the sales cycle for most salespeople. Read on to learn four tips from top sales authors on how to get better at closing sales.
February 8, 2012 9:59 amPublished by Michael BoyetteLeave your thoughts
Sales reps frequently want their product to be viewed as flawless. But sometimes telling your customer your product can’t do something is the best thing you can do. Read on to learn how admitting your flaws to buyers boosts credibility.
February 6, 2012 11:03 amPublished by Michael Boyette2 Comments
You may never be able to charge for your sales presentations. But you’ll vastly increase your customers’ willingness to listen to them if you can increase the perceived value of your presentation. Read on to learn how.
February 3, 2012 11:22 amPublished by Michael BoyetteLeave your thoughts
This week on the Sales Roundup: The state of sales training today, the message that a buyer’s objection can send, and things sales reps can do to get better prospects. Read on to see what other great sales professionals are talking about.
February 1, 2012 10:58 amPublished by Michael BoyetteLeave your thoughts
Most salespeople try to focus on pain when trying to unseat an entrenched competitor. But there’s a better approach. Read on to learn how you can beat competitors by spreading happiness.
