September 28, 2011 9:46 amPublished by Michael BoyetteLeave your thoughts
Most sales presentations boil down to “why you should buy from us”. But buyers buy for their own reasons, not yours. Read on to learn how taking the opposite approach in a sales presentations can yield big results.
September 27, 2011 3:01 pmPublished by Michael BoyetteLeave your thoughts
In this true story, a sales rep was faced with a buyer whose sole concern was price, and managed to win the sale. Read on to learn what he did, and how you can benefit from his experience.
September 26, 2011 10:56 amPublished by Michael BoyetteLeave your thoughts
The contacts a sales rep gets from a referral are probably the best leads that rep could hope to get. But there’s a second, more powerful referral few salespeople think to ask for. Read on to learn what it is, and what sales reps need to know to get it.
September 23, 2011 11:25 amPublished by Stephen J. MeyerLeave your thoughts
Every other week, we highlight some of the best stuff from the best sales blogs on the Web. In today’s roundup: ideas to make your sales meetings better, how to respond to a disinterested prospect, and some cold hard truths about selling. Read on to see some of the best blog posts from the last week.
September 21, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
There’s a crucial distinction between satisfied customers and loyal customers. Satisfied customers might like your product, but would jump to competitors for the right deal. Read on to learn what you can do to cultivate customer loyalty to prevent that kind of defection.
September 19, 2011 11:21 amPublished by Michael BoyetteLeave your thoughts
Sometimes its easy to ignore a small, but loyal account if the money keeps coming in and growth opportunities are limited. But that mistake can be costly; disengaging with a customer rarely has a positive ending. Read on to learn more about how seemingly good accounts go bad.
September 16, 2011 11:25 amPublished by Michael Boyette2 Comments
Today marks the debut of the Selling Essentials Minute, a series of sales training videos that offer one powerful sales tip in about sixty seconds. Read on to see the first episode: What to do when sales reps resist change.
September 14, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
It’s not uncommon for great salespeople to have glaring deficits. But all of them have something at which they’re exceptional. Read on to learn why trying to be a well-rounded salesperson might not be the best strategy.
September 12, 2011 10:28 amPublished by Michael BoyetteLeave your thoughts
In this true story, one sales rep wins his greatest sale by focusing less on selling a product and listening more to what the customer needed. Read on to learn how you can emulate his success.
September 9, 2011 11:36 amPublished by Michael BoyetteLeave your thoughts
Every other week, we highlight some of the best stuff from the best sales blogs on the Web. Keep reading to see what some of the best sales bloggers on the internet are saying.
