March 28, 2011 10:51 amPublished by Michael BoyetteLeave your thoughts
When buyers can’t make up their minds, you do them – and yourself – a big favor by helping them create a good, objective framework for making the buying decision. Read on to learn a three step process that will help your buyer
March 23, 2011 10:30 amPublished by Michael BoyetteLeave your thoughts
You’ve met That Guy – the self-absorbed twit at the cocktail party who just can’t stop talking about himself. Sadly, too many sales reps take that same approach when cold calling prospects. Read on to learn a different approach that will help you win more sales.
March 22, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
It’s always worthwhile to make a second effort when you hear a no from a sales prospect. Because there’s no way to predict which prospects might respond. It only takes a moment. And you have absolutely nothing to lose. Read on to learn a four step plan for re-engaging a prospect after they say no.
March 21, 2011 10:59 amPublished by Michael Boyette4 Comments
Do you know the riskiest word you could use in your sales presentations? More importantly, do you know what words are considered the most persuasive? Read on to learn what you should and shouldn’t be saying to your buyer in presentations.
March 18, 2011 10:48 amPublished by Michael Boyette2 Comments
You probably don’t like to think of your sales proposals as threats, but buyers can, and often do, see them in just this way. Anytime you ask someone to buy something, you’re asking them to make a change, one that could be seen as a threat. Read on to learn why ignoring this potential threat could cost you sales.
March 16, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
Gatekeepers aren’t obstacles. They’re your customers, too. Read on to learn how gatekeepers can be as powerful as the decision maker you’re trying to reach.
March 14, 2011 12:20 pmPublished by Michael BoyetteLeave your thoughts
In this guest post, Sharon Drew Morgen points out the limitations of solution-based selling and encourages salespeople to take a much broader look at the buying decision. Read on to learn why simply focusing on the solution isn’t enough.
March 11, 2011 1:25 pmPublished by Michael BoyetteLeave your thoughts
Once the decision maker has all your information, there’s no reason for a long delay. Read on for three key reasons salespeople run into delays in getting decisions, and strategies you can use to speed things up.
March 7, 2011 10:50 amPublished by Michael BoyetteLeave your thoughts
If you can’t define the value of what you’re selling, the customer will do it for you, and the results won’t always swing your way. It’s your responsibility to make sure that customers see the value of your product as it pertains to them. Read on to learn more about how to best articulate value for your buyer.
March 4, 2011 11:15 amPublished by Michael BoyetteLeave your thoughts
Researchers have found that about 95% of decision making occurs before logic and reason kick in. Rather than appealing solely to the 5% of the brain that uses rational thinking, consider how to reach buyers on this deeper, unconscious level. Read on to learn how to appeal to a buyer’s emotional response.
