August 12, 2011 9:47 amPublished by Michael BoyetteLeave your thoughts
Some sales reps tend to trick themselves into believing things about their customers that end up proving costly. Rather than asking the right questions to get real information, reps just assume all is well, which can cost them huge sales later on. Read on to learn three of the most harmful myths salespeople believe
August 10, 2011 10:42 amPublished by Michael BoyetteLeave your thoughts
Is a buyer hesitating because they’re trying to string you along, or do they simply have a case of cold feet? If it’s the latter, sales reps have options for helping move the sale forward. Read on to learn how you can help a buyer overcome purchase anxiety.
August 8, 2011 10:05 amPublished by Michael BoyetteLeave your thoughts
In this true story, one sales rep managed to convince a prospect to buy without even mentioning the product. Read on to learn how he did it, and what you can learn from his success.
August 5, 2011 10:25 amPublished by Michael BoyetteLeave your thoughts
It’s easy to tell if a sales situation ends in a sale or a no sale. But it’s harder to tell if one is advancing forward or just stalled out. Read on to learn questions you can ask to determine a sale’s status.
August 3, 2011 10:45 amPublished by Michael BoyetteLeave your thoughts
What if, simply by spending a couple more minutes with qualified prospects, you could get just one more of them interested in continuing the conversation? Read on to learn how to do just that.
August 1, 2011 9:50 amPublished by Michael Boyette2 Comments
In many instances a purchase decision can have enormous consequences for the buyer. Success means a huge windfall, but failure could cost the buyer their job. So how can you help alleviate a buyer’s fear of taking a risk during the buying decision? Read on to learn four strategies to help reduce the buyer’s anxieties and fears come decision time.
July 29, 2011 10:44 amPublished by Michael BoyetteLeave your thoughts
When working with your sales prospects, turn the tables and answer a question with a question. This helps reps learn a bit more about what matters to the buyer. Read on to learn how answering a question with a question can help in the discovery process.
July 25, 2011 9:50 amPublished by Michael BoyetteLeave your thoughts
In this true story, one sales rep had to fight back after losing an account to a buyer playing favorites. Read on to learn how this rep’s persistence and reliability managed to overcome an incredible disadvantage, resulting in the greatest sale of his career.
July 20, 2011 9:58 amPublished by Michael BoyetteLeave your thoughts
Sales reps know there’s a lot at stake when meeting with a CEO. A wrong move can be disastrous. But while they may be smart, sophisticated buyers, winning their business means treating CEOs like small children. Read on to find out why.
July 18, 2011 10:04 amPublished by Michael BoyetteLeave your thoughts
The Q&A session of a sales presentation requires as much planning and preparation as the presentation itself. Keep reading to learn the most common mistakes sales reps make when fielding questions, and what you can do to avoid a disastrous end to your sales presentation.
