April 22, 2011 10:58 amPublished by Michael BoyetteLeave your thoughts
Too many cold call introductions aren’t rooted in what the buyer does. They’re based on what the seller does. But by starting off looking into what the prospect does, sales reps are more likely to find common ground. Read on to see a better way to start off your cold calls.
April 18, 2011 11:10 amPublished by Michael Boyette2 Comments
Research conducted with thousands of salespeople in nearly every industry reveals that top performers zero in on one key benefit, rather than bombard buyers with many all at once. Read on to learn why offering fewer benefits could lead to more sales.
April 15, 2011 11:30 amPublished by Michael BoyetteLeave your thoughts
Sales reps generally try to listen to their customers and do what they ask. But one rep won his greatest sale by doing the exact opposite. Read on to learn how insisting on breaking the rules led to a huge sale.
April 13, 2011 10:55 amPublished by Michael Boyette2 Comments
The next time you have an opportunity to make a sales presentation, don’t let your enthusiasm blind you to the real objective; to get a decision of some kind from your audience. Read on to learn more about what you should and shouldn’t expect from a sales presentation.
April 12, 2011 10:45 amPublished by Michael BoyetteLeave your thoughts
Some customers cost you more money than you make from them. But before you fire these unprofitable customers, there are a few things you can try to salvage the relationship. Read on to learn what you can do to turn unprofitable customers around.
April 11, 2011 10:55 amPublished by Michael BoyetteLeave your thoughts
Your sales prospect is afraid of you, and before you can close a sale, you must alleviate those fears. Read on to learn how to calm down anxious buyers and help them come to a decision.
April 8, 2011 11:32 amPublished by Michael BoyetteLeave your thoughts
Studies from the University of North Carolina and Georgia State show that senior execs put a high value on good salespeople. Why? Because salespeople are outsiders and can offer them fresh perspectives.
Read on to learn what CEOs look for when they talk to sales reps.
April 6, 2011 10:53 amPublished by Michael BoyetteLeave your thoughts
Usually questions are a good thing in sales. The right question can make you look smart, and could potentially vault you ahead of less inquisitive competitors. But there’s one question you should never ask your customer. Read on to learn what it is and why it’s so dangerous.
April 5, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
For sales reps, voicemail is the Terminator of gatekeepers. But rather than give in and accept defeat at the hands of the machines, sales reps can use it to their advantage to win more sales. Read on to find out how voicemail can stop being an irritant and become a benefit.
April 4, 2011 10:22 amPublished by Michael BoyetteLeave your thoughts
What do you do when your prospect says, “Okay, I’ll listen – but I can only give you five minutes?” If you strike the right chord, it’s amazing how many times a five-minute appointment will turn into a one-hour conversation. Read on to learn how to make an effective five-minute cold call.
