September 7, 2011 10:55 amPublished by Michael BoyetteLeave your thoughts
Unless you’re a mind reader, you can’t know what a potential buyer is thinking until you have an actual conversation with him or her. Read on to learn more about why talking to prospects about what they need is so important.
September 6, 2011 10:55 amPublished by Michael BoyetteLeave your thoughts
Need to figure out if you’re talking to a serious prospect or a time-waster? Read on to learn a few questions you can ask to qualify a sales prospect.
September 2, 2011 10:21 amPublished by Michael BoyetteLeave your thoughts
When you hear from an angry customer, the message they’re trying to send is actually more positive than you’d think. Read on to learn what angry customers want when they call you.
August 31, 2011 10:59 amPublished by Michael BoyetteLeave your thoughts
The motto is simple: “Add value, not cost. Sell value, not price.” But how do you make added value more than a slogan? Keep reading to learn how you can find out how much you, personally, bring to the table at any given sale.
August 29, 2011 10:30 amPublished by Michael BoyetteLeave your thoughts
Intuitively, everybody knows that some times are better than others for reaching prospects. Even so, we tend to make calls based on our own schedule, not prospects’ schedules. So when is the best time to call a sales prospect? Read on to learn what a recent study found, and what you can learn from it.
August 26, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
Welcome to a new feature on Top Sales Dog called the Sales Roundup. Every other week, we’re going to highlight sales bloggers who publish stories that can give you or your sales reps some useful insight or information. Read on to see what other sales professionals are saying.
August 24, 2011 10:30 amPublished by Michael BoyetteLeave your thoughts
The most successful salespeople, by contrast, make themselves an indispensable part of the value equation. Research has identified three must-have skills for consultative sellers. Read on to learn what they are and how they can help you become more than just another vendor.
August 22, 2011 9:50 amPublished by Michael BoyetteLeave your thoughts
In this true story, one sales rep learned the value of calling on sales prospects when they’re at their lowest point. Read on to learn what he did, and what you can learn from his success.
August 17, 2011 10:05 amPublished by Michael Boyette2 Comments
Done correctly, visual aids can be a powerful component of a sales presentation. But too often visual aids end up falling flat, or worse, causing reps to lose the prospect altogether. Read on to learn a few tips for making high-impact visuals for your sales presentations.
August 15, 2011 10:52 amPublished by Michael Boyette2 Comments
Do you know the main reason people stop doing business with suppliers? Here’s a hint: It’s not because they think they’re being treated unfairly. Read on to learn the answer, and what you can do to prevent it from happening to you.
