June 15, 2011 9:52 amPublished by Michael BoyetteLeave your thoughts
Sometimes the pressure to say “I do” to a sale can be overwhelming. But doing so too quickly can lead to bigger headaches down the road if the customer has unrealistic expectations for the relationship. Read on to learn what can happen if a sales rep and a buyer wind up getting hitched too quickly.
June 13, 2011 11:35 amPublished by Michael BoyetteLeave your thoughts
Every sales professional who isn’t absolutely satisfied with how well he or she is doing now should be setting new performance improvement goals. Read on to learn eight questions your can ask yourself to help set effective sales goals.
June 10, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
Can bringing up the weaker elements of your business actually help you close a sale? Amazingly, it can. Read on to learn more about why customers are glad to hear what your organization isn’t so good at.
June 8, 2011 11:20 amPublished by Michael BoyetteLeave your thoughts
You might think you just walked out of a sales meeting with a victory. But in reality, the only victory was that the sales prospect didn’t say no. Read on to learn more about why that perceived win is actually just a sign that the prospect is stalling you.
June 6, 2011 11:15 amPublished by Michael BoyetteLeave your thoughts
When you’re looking for new customers, oftentimes it can feel like too much haystack and not enough needle. Lots of prospects might want your product, but few absolutely have to have it the moment you call. Keep reading to learn how to attract more buyers who urgently need what you’re selling.
June 3, 2011 11:25 amPublished by Michael BoyetteLeave your thoughts
The idea that salespeople must add value for their customers seems obvious. But what does added value really mean? What one customer sees as value may be a detriment to others. Read on to learn how letting customers determine value helps you and them.
June 1, 2011 10:45 amPublished by Michael BoyetteLeave your thoughts
Congratulations. You finally won that meeting with the CEO that you’ve been pushing for. So what the heck are you going to talk about? Read on to learn why talking features and benefits won’t get you anywhere, and the conversation CEOs are certain to pay attention to.
May 30, 2011 4:21 pmPublished by Michael BoyetteLeave your thoughts
Selling features and benefits is rarely enough to bring people to action. Customers are far more likely to remember a story told to them than they are data and raw information. Read on to see why telling stories is far more effective when it comes to winning over a customer.
May 27, 2011 11:01 amPublished by Michael BoyetteLeave your thoughts
In this greatest sale, a rep was looking at an RFP that put him at a disadvantage. He had two options: bid his best price and hope for the best, or find a way to change the rules to his advantage. Read on to learn what happened when this sales rep found a way to avoid competing on price alone.
May 25, 2011 10:30 amPublished by Michael BoyetteLeave your thoughts
A smart-aleck sales question isn’t really a question at all. It’s a setup to help the seller drive the conversation. Good sales questions, however, help make the buyer look smart. Read on to learn about the kinds of questions reps should ask to win more sales.
