May 23, 2011 10:58 amPublished by Michael BoyetteLeave your thoughts
Knowing why you lost can tell you what doesn’t work. Knowing why you won shows what does work – and how you can win again in the future. Read on to learn how you can ask the right questions and learn why the customer chose you, and how to use that information to win your next sale.
May 18, 2011 10:51 amPublished by Michael Boyette5 Comments
Too many sales reps rely on a pure information dump when dealing with prospects. Call it whatever you want – “heavin’ and leavin'”, “show up and throw up” – it doesn’t work. Read on to see why sales prospects are scared off by this tactic, and what approach works far better.
May 16, 2011 10:45 amPublished by Michael BoyetteLeave your thoughts
No matter how forceful you are, some buyers are just about impossible to pin down. But sometimes you can get a straight answer from a prospect by bringing in a hypothetical third party. Read on to learn how you can do that, and why it helps get sales prospects to level with you.
May 11, 2011 10:50 amPublished by Michael Boyette2 Comments
A prospect calls asking for a price. You try to engage them in a discussion about needs, values, etc., but they insist: “Just give me a price.” What do you do? Read on to see what others say.
May 6, 2011 11:25 amPublished by Michael BoyetteLeave your thoughts
You, too, can win a sale even when your competitors seem to have all the advantages. The key is in making the choice personal and establishing yourself as more trustworthy than your competitors. Read on to learn more about how you can overcome your underdog status and win the sale.
May 4, 2011 10:30 amPublished by Michael BoyetteLeave your thoughts
Plenty of sales reps suffer from brand envy, the feeling that the other guy is more successful just because their more recognizable. But having the brand name people know may not mean as much to your customer as you’d think. Read on to learn why having a customer’s trust is more important than the brand name.
May 2, 2011 10:55 amPublished by Michael Boyette2 Comments
The basics of preparing for a sales meeting are covered in Sales 101. But what do you want prospects to do after that meeting? Read on to learn why you should give the prospect their own objectives to advance a sale.
April 29, 2011 10:45 amPublished by Michael BoyetteLeave your thoughts
Despite charging 50% more than the competition, this sales rep was able to win the sale. How did he do it? By shifting the conversation from price to value. Read on to learn more about how this professional was able to overcome price objections and win his greatest sale.
April 28, 2011 10:35 amPublished by Michael BoyetteLeave your thoughts
In today’s guest post, Howard Partridge explores just how powerful asking questions can be. Asking the right questions at the right time can spell the difference between winning a huge sale and going home empty-handed. Read on to see how becoming a master of asking questions will help you sell more.
April 27, 2011 10:15 amPublished by Michael Boyette2 Comments
When calling a sales prospect for the first time, your objective shouldn’t be to get a sale or even a meeting. You should try to get the prospect to tell you that they’re not interested. Keep reading to see why disqualifying non-buyers is so effective.
